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Scanned from the collections of
The Library of Congress

Packard Campus
for Audio Visual Conservation
www.loc.gov/avconservation

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VOL. XVIII. NO. 7

SINGLE COPIES. 25 CENTS
PER YEAR. TWO DOLLARS

Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, July 15, 1922

Victrola

REG. U.S. PAT. OFF.

The word "Victrola" as well as the picture "His
Master's Voice" is an exclusive trademark of the
Victor Talking Machine Company. Being registered
trademarks they cannot lawfully be applied to other
than Victor products.

HIS MASTER'S VOICE"

REG. U.S. PAT. OFF.

Victor Talking Machine Company, Camden, N.*J.

claas matter May 2, 1905, at the post office at New York, N. Y., under the act of Congreaa of March 3, 1879.

THE TALKING MACHINE WORLD

America's Leading Establishments
Sell and Endorse as a High Quality

Phonograph

TO I ©IF QUM.0W

€LIA^ AS A ©ELL

The Highest Class Talking Machine in the World

Among the several thousand merchants selling Sonoras, many con-
duct the largest or leading establishment in their respective cities.

The latest establishments of national reputation to add the Sonora line
are James McCreery & Co. and Abraham & Straus. And even now other
great companies are negotiating for a much-desired Sonora representation.
These famous firms are not opening new departments. Many of them have
been selling only one line for years and are taking on the Sonora in ad-
dition because of the insistent demand for it.

The fact that these powerful stores sell the Sonora is a hint to you that
you cannot afford to ignore. Notice the partial list of great Sonora agen-
cies below, think it over, and write for our proposition.

NEW YORK

John Wanamaker
James McCreery & Co.
Bloomingdale's
Hearn's
Frederick Loeser & Co.
Abraham & Straus

PHILADELPHIA

N. Snellenburg & Co.
Lit Brothers
John Wanamaker

BOSTON

Jordan Marsh Company

CHICAGO

Rothschild & Company

DETROIT
J. L. Hudson Company

DENVER
Daniels & Fisher

LOS ANGELES
Barker Brothers

SAN FRANCISCO
City of Parish Dry Goods Co.

SEATTLE
Fraser-Paterson Co.

KANSAS CITY
The Jones Store Company

ST. LOUIS
Stix, Baer & Fuller

►onora ^Pfjonograpi) Company, Int.

GEO. E. ERIGHTSON, President

NEW YORK : 279 BROADWAY

Canadian Distributors: I. Montagnes & Co., Toronto

The Talking Machine World

Vol. 1 8. No. 7

New York, July 15, 1922

Price Twenty-five Cents

MARCONI INVENTS NEW DEVICE

Inventor of Wireless Exhibits Mechanism for
Directing Radio Sound Waves Before Engineers

GRAND RAPIDS HOUSE ADDS CHENEY NEW TALKING PICTURE INTRODUCED

With a ''baby wireless set" sending signals
across about twenty feet of space, Senator
Guglielmo Marconi at a lecture before 1,000 en-
gineers in New York City recently demonstrated
how a flying shaft of radio waves may be hurled
in a desired direction, straight at a receiving
station intended to receive it. It illustrated one
of his most recent experiments — one on which
he and his staff of engineers are still working.

He used the same midget apparatus to point
out a vast undeveloped field of the radio — the
field of the short wave, which, Senator Marconi
thinks, is capable of as high development and
use as the long-distance field employing waves
of thousands of meters in length for hurling mes-
sages across oceans and continents.

Marconi received a welcome due the "master
of the wireless" when he appeared in the audi-
torium of the Engineering Societies Building to
deliver a lecture on recent developments in the
radio and to receive the Medal of Honor of the
American Institute of Radio Engineers for his
discoveries in 1921.

In the shooting of the wave a reflector ap-
paratus is used and the wave is caught at the
receiving end on a horizontal metal standard.
When the semi-circular reflector, a skeletonized
apparatus covered with wires and resembling a
dish cut in half, is turned with its open side to-
ward the receiving stations the signals are strong
and clear. When the open part of the apparatus
is turned away the signals become inaudible.

With this system applied to telephony sounds
are recorded in much clearer notes and reception
is possible on the transmitting aerial while the
transmitter is operating.

Telling of his experiments with the short waves
recently Senator Marconi said that the greatest
trouble to the experimenters had been caused by
gas engines, because every ignition plant in a
motor, in engine or boat is a potential wireless
set, sending out waves from one to forty meters
in length. These waves, especially in America,
create an immense static condition all its own.

"If radio has already done so much for the
safety of life at sea," he said, "for commerce and
for commercial and military communications, it is
also destined to bring new and, until recently,
unforeseen opportunities for healthy recreation
and instruction into the lives of millions of
human beings."

APPROVE REORGANIZATION PLAN

Creditors of Pathe Freres Phonograph Co. Favor
Reorganization Program

The plan of reorganization submitted by the
reorganization committee of the Pathe Freres
Phonograph Co. seems to be meeting with uni-
versal favor among the creditors of the com-
pany. The Music Publishers' Protective Asso-
ciation, through the medium of E. C. Mills, chair-
man of the board of directors, has placed his
stamp of approval on the plan in a letter sent to
Eugene C. Widmann, formerly president and now
one of the receivers in equity of the Pathe
Freres Phonograph Co. It was announced that
the Association adopted a resolution recommend-
ing that the plan be supported and that each credi-
tor member forward his agreement to the com-
mittee.

In closing his letter Mr. Mills stated: "Mindful
of years of pleasant and profitable relationship
with your company, we are anxious to co-oper-
ate in any and every consistent manner in assist-
ing toward its rehabilitation. You have our best
wishes and if there is anything we can do to
serve you in the matter please do not hesitate
to command us."

See second last

Wurzburg Dry Goods Co. Features This Line in
"Cheney Week" — Devotes Large Floor Space
to Elaborate Display — F. C. Dietzel Is Manager

Grand Rapids, Mich., July 5. — Van Korn-Shower
Co., Michigan distributor for the Cheney phono-
graph, with headquarters in Detroit, is quite
proud of the successful opening of a Cheney de-
partment by the Wurzburg Dry Goods Co., one of
the largest department stores in this city.

Large advertisements in the local newspapers
heralded the event and twenty-five feet of win-
dow display space, attractively arranged, invited
passers-by to visit the elaborate exhibition in the
store.

The Wurzburg Co. set aside an entire week and
termed it "Cheney Week." About five thousand

Cheney Display at Wurzburg Co.

feet of floor space was devoted to the display
of Cheney instruments, embracing every model.
In addition to the large floor display the man-
agement placed a machine on the main floor fac-
ing the entrance to the store, where it could not
escape the notice of every person entering the
building. On all floors, directly in front of the
elevators, machines of the upright type were
placed, each one carrying a card on which was
the message: "Cheney Week, Phonograph De-
partment Fifth Floor."

The success of the opening is now making it-
self manifest in the great number of sales that
are resulting from the first visits of prospective
customers during the inauguration of the line.

F. C. Dietzel, manager of the music section
and one of the best-posted phonograph and piano
men in the country', states he is extremely grati-
fied with the results he has attained with the
Cheney line the short time he has had it. Every
visitor to the phonograph department was pre-
sented with a package of needles and a song book
during the opening week.

The Latona Talking Machine Co., of Evans-
ville, Ind., has increased its capital stock by an
issue of $50,000 of preferred stock.

Satisfactory Synchronization of Film and Talk-
ing Machine Record Demonstrated in New
York — Some Details of the Mechanism

The synchronization of the talking machine
record and the motion picture film, which has
been attempted by many inventors during the
past couple of decades, appears to have been ac-
complished to a degree at least by a combined
mechanism being exploited by the Vocal-Educa-
tional Film Corp., with headquarters in New
York.

The corporation, which controls a score or
more patents known as Rogers and Ebling pat-
ents, has been conducting demonstrations of the
new talking pictures on Broadway for the pur-
•pose of interesting the public in financing the
proposition. In the demonstrations the picture
and the voice are perfectly synchronized,
although the volume and distinctness of the talk-
ing machine reproductions leave much to be de-
sired. This problem will probably be solved sat-
isfactorily in the future.

The synchronization is brought about through
the use of a special film carrying perforations
that serve to make contact with the electrical de-
vices controlling the talking machine, thereby
starting or stopping the "record as desired. The
talking machine and the projecting machine are
operated by the same motor, thus insuring uni-
form speed. Ordinary disc records are used and
arrangements are made whereby at the conclu-
sion of the first record the second record can be
thrown in operation without the slightest inter-
ruption, by changing the records intermittently.
It is said to be possible to produce an entire
opera, using a score or more of records in the
operation.

The reproducer is of the electric type and the
sound from the record is carried by wires to
various parts of the auditorium and dispensed
through the medium of amplifiers. It is possible
to so regulate the film and the record that the
sound will be heard only at intervals during the
showing of the film if desired.

The 'corporation plans to place the machine in
theatres, schools, etc., on a rental basis, but ac-
tual operations will not begin for some time in
the future. Meanwhile, the inventors seem to
have accomplished something real in the art,
although there is still room for considerable de-
velopment so far as the clearness of the voice
and music is concerned.

Courage is not recklessness. A good example
of pure courage is that of the salesman who grits
his teeth after constant rebuffs and determines
not to give in to any feeling of discouragement.

ALL SET FOR OUTING OF TALKING MACHINE MEN, INC.

Even the Cripples and the Blind Will Find Entertainment at the Big Picnic on July 26, for There
Is Something Scheduled to Please Everybody — Make Your Reservations Now

As The World goes to press all plans are prac-
tically completed for the annual outing and games
of the Talking Machine Men, Inc., which will be
held at Karatsonyi's Hotel, Glen Head, N. Y.,
cn Wednesday, July 26. The committee of ar-
rangements, of which Sol Lazarus is chairman,
has arranged a program that should serve to
make the occasion most interesting and pleas-
ant for everyone concerned, for there have been
events programed " calculated to meet every
one's desire for pleasure.

The outing party will leave East Fifty-seventh
street, New York, between First and Second
avenues, at 9 a. m. sharp and proceed to Glen
Head, arriving at about 11 o'clock. Luncheon
will be the first event, following which there will
be a three-inning baseball game for dealers only,
and then a baseball game for jobbers exclusively.
The track and field events include a seventy-yard

page for Index of Articles of Interest in this issue

dash, a forty-yard dash for ladies, a 320-yard
relay race, a fat men's race for members, a po-
tato race for ladies, a three-legged race and a
100-yard relay race for couples, man and woman.

Next will come the aquatic events, including
fancy diving for ladies, forty-yard dash for men.
200-yard relay race for mixed teams, a green-
apple contest and a submersion contest.

Later in the day there will be dancing to the
music of an orchestra furnished through the
courtesy of Paul Whiteman, Inc., with a prize
offered for the best dancing of the old-fashioned
waltz.

Last, but not least, will come the dinner,
served in Karatsonyi's best style, and it is ex-
pected that there will be a liberal number of
very hungry talking machine men to feed. The
return trip to New York will begin at the option
of the guests.

of The World

THE TALKING MACHINE WORLD

July 15, 192

I i "I "ill mi iiinnnmimnitiiHiiiiiifniiiuiiiini mini muni i iiiiiitin i mm iiuiiiinnii hi i inn iiiiiiiiniiiiiin n iiiiiiiii nuiiniiin m nwm u iiiiiniiMUiinjiiiiiutiHiiiiiimHmiuiiunimmimiiii

ow a Saleswoman Created and Developed
| Talking Machine Business in Her Territory

SlllllII iSIIIIIHIIIII I Illllllllllllllllllillllllllllllllllllllllllllllllll HIIIII UlIIIIIIIIIIIIIIII IlllllllilllllUillllllll Illllllllllllllllllllllllllllllllllllllllllllllllll llllllllllllllllllllllllllllllllllUIIIIIIIIIIIIIIIIIIIIIIllll^

[Editor's Note: — The following practical paper, by Miss
E. Stephens, of F. F. Herrmann's Store, Staten Island,
X. V.. wen the first prize in the suggestion contest on
"How to Improve Victor Business," at the monthly gath-
ering of Metropolitan Victor retailers, held under the
auspices of the Knickerbocker Talking Machine Co., Inc.,
Victor wholesaler, last month. The varied means displayed
by Miss Stephens in creating and developing business should
prove of interest to our readers.]

The people of our section are Saturda}^ spend-
ers— men who wear working shirts most of
the week and on Sunday dress up. You can spend
a lot of time during the week going after them. I
sold children's books for three years, rang door
bells, and in that wajr came to know people. 1
made more money then than I probably ever
will again.

During the last month I have made a house-
to-house canvass of certain sections. I have
charge of our store and have to be there a great
deal of the time. But I gave half an hour a
day to canvassing, and it has brought me three
sales of No. 240 machines and one No. 50. This
may not be much, but just now it is worth going
after, and it shows the possibilities in this field.
I have directly traced the selling of these ma-
chines to this campaign. When I call at the
house I address the woman by her name and
say, "We would like to put you on our mailing
list. Do you receive the supplements from any
other store?" If she does she is a good record
prospect and if she doesn't she is a good machine
prospect.

I am also interested in doing work for schools.
You can do that sort of thing in every com-
munity. I gained access by getting in touch
with the principal and explained that it was for
the good of the school. I talked to her on
nationality in music and asked her to let me try
it. After permission was granted I brought some
records to entertain the children. I started
down South. Then we heard Indians, went to
Hawaii and heard Hawaiian music, then Japanese
and Chinese music. I showed them how there is
a rowing rhythm to Italy's music. The children
entered right into the spirit of it. I told them
the name of the record, let them repeat' it, had
them sing it, made them pronounce it. We then
went to Ireland and came home, all the children
singing "Home, Sweet Home."

During the next two weeks I sold two or three
of each particular record in that community.

I have classified three ways of getting business.

First, through children in the schools; second,
through the home, and third, in the store. If a
fellow comes into the store for a record I am
going to try to sell him two instead of one. I
try to get into the booth before he gets out.
While I am wrapping the package I have the cus-
tomer listening to another record in the booth.
Of course, sometimes they will exchange the
record for some other that they have already
selected, but sometimes they take the new rec-
ord, too. Then, again, it may be another thought
to bring them into the store.

Before the customer goes out I ask if he is

j| Just Read and Learn jj
U How Miss Stephens, m
J Undaunted W^nt After ■
jj and Secured Business jj
H Despite Quiet Times H

in need of needles. This is a small item, but the
record isn't good without them. I explain the
value of the tungsten needle and what it does for
the records. Just last week I let a saleslady go
because she couldn't do that one thing right.

We call ten people every day on the telephone.
On rainy days we manage to keep the operators
busy. I think it is best to have a girl call, as
she will always talk more graciously to another
woman. The usual form of address is: "I am

Miss , from shop. Some one

has given us your name for our mailing list (it
may not always be true, but it works well). We
will be pleased to mail you our supplements if you
do not receive these from another store. If you
are in our neighborhood and need anything in our
merchandise, stop in. Ask for me. I would like

to wait on you myself. My name is .

Have you a machine?"

If she says she hasn't, of course there is a
prospect. If she says they have an old machine

tell her that you can put this old machine in firs
class condition. I have traced fifteen direct sal
to our telephone this past month. I find very fe
people are rude; in fact, most of them thank :
for calling up.

Even in a large community this will work o
if you take the exchange nearest you. Eve:
time I sell a machine I catalog that customer,
try to find out his tastes. A week after I ha-
sold the machine I make a personal call and a:
if I can come during the evening and play son
records for the family. I tell them to invi
some neighbor, relative or friend. I usually ta!
ten records along with me — a little of everythii
— and give them an idea of the Victor recorc
Most record buyers do not know of the lar]
variation you have in the Victor library. I ha'
found that customers will take half, at lea:
of the records I bring up with me. Very ofti
you meet Cousin George or someone there wl
has no machine and I try to interest him in som
thing. For next month I have twenty-five
mind that I can call upon through these trips.

I go back and catalog the music they like and
it is, say, John McCormack, I call them as so<
as I have a good record of his and say, -"I ha-
a record of John McCormack's I think you'll lil
and I'll lay one aside for you. If you don't like
there is no obligation whatsoever." It is well
catalog the likes and dislikes of your customer
Last month I called up twenty people who we
piano enthusiasts, told them we had a ne
Rachmaninoff record, something they had nev
heard anything like before. Of the twenty \
laid aside twenty were sold.

I am a confirmed Victor enthusiast. I like
and have a lot to learn. I lie awake nights ar
think of little things to do to improve our bus
ness. The Saturday preceding Mothers' Day
realized we hadn't anything to attract f<
Mothers' Day. I dressed the window simp
with John McCormack's record, "Little Mothj
o' Mine." I also put a card in the window sa;
ing, "I cannot tell you, mother, dear, how in rr
heart you shine." We sold a box of these recon
that day. I try to think of unusual things, n
what everyone else tries out.

The man whose sole satisfaction in his woi
is the weekly or monthly stipend can safely qu
business. His loss will be a relief to any concer

THE TALKING MACHINE'S HELPMATE

DURABILITY

Nyacco albums are durable not only be-
cause of the quality and materials used
and the strength of construction, but
through the loose-leaf system of pockets
giving long and lasting satisfaction.

The loose-leaf system allows a torn or
soiled pocket to be immediately replaced
by a new one, making the album as good
as new.

Through the durability of Nyacco albums,
dealers and manufacturers are making
many satisfied customers.

NYACCO trade mark guarantees durability.

Quotations and Prices on Request.

New York Album & Card Co., Inc.

The Only Loose- Leaf Record
Album on the Market

NEW YORK

23-25 Lispenard St

A. W. CHAMBERLAIN

New England Factory Representative
174 Tremont St., Boaton, Mm,

CHICAGO

415-417 S. Jefferson St.

July 15, 1922

THE TALKING MACHINE WORLD

Victor supremacy
is the supremacy
of performance

Every worth-while achievement in the
talking-machine industry is directly traceable
to Victor skill and progressiveness. A con-
sideration of vital importance to every dealer
in Victor products.

Victor Wholesalers

Atlanta, Ga Elyea Talking Machine Co.

Phillips & Crew Piano Co.

Baltimore, Md Cohen & Hughes

E. F. Droop & Sons Co.

H. R. Eisenbrandt Sons, Inc.

Birmingham, Ala. . .Talking Machine Co.

Boston, Mass Oliver Ditson Co.

The Eastern Talking Machine
Co.

The M. Steinert & Sons Co.

Brooklyn, N. \ . .
Buffalo, N. Y

..American Talking Mach. Co.
G. T. Williams Co., Inc.

.Curtis N. Andrews
Kuffalo Talking Machine Co.,
Inc.

Burlington. Vt American Phonograph Co.

Butte, Mont Orton Bros.

Chicago, III Lyon & Healy

The Rudolph Wurlitzer Co.

Chicago Talking Machine Co.

Cincinnati. O Ohio Talking Machine Co.

The Rudolph Wurlitzer Co.
Cleveland, O Cleveland Talking Machine

Co.

The Eclipse Musical Co.

Columbus, O The Perry B. Whitsit Co.

Dallas, Tex Sanger Bros.

Denver, Colo The Knight-Campbell Music

Co.

I)es Moines, la Mickel Bros. Co.

Detroit, Mich Giinnell Bros.

Elmira, N. Y Elmira Arms Co.

El Paso. Tex W. G. Walz Co.

Honolulu, T. H. ... liergstrom Music Co., Ltd.

Houston, Tex The Talking Machine Co. of

Texas

.The French Nestor Co.

.J. W. Jenkins Sons Music
Co.

The Schmelzer Co.
.Sherman, Clay & Co.
.0. K. Ilouck Piano Co.

Jacksonville, I la
Kansas City, Mo.. .

Los Angeles, Cal...
Memphis, Tenn..,.

Milwaukee, Wis....
Minneapolis, Minn.

Mobile, Ala

Newark, N. J

New Haven, Conn..

New Orleans, La...
New York, N. Y. . .

Oklahoma City,
Okla

Omaha, Nebr.

Peoria, 111

Philadelphia, Pa..

Pittsburgh, Pa...

Portland, Me

Portland, Ore

Richmond, Va

Rochester, N. Y...
Salt take City, C.
San Francisco, Cal.

Seattle. Wash

Spokane, Wash. . .
St. Louis, Mo.

St. Paul, Minn

Syracuse, N. Y...,
Toledo, O

Washington, D. C.

.Badger Talking Machine Co.

.Beckwith, O'Neill Co.

.Win, H. Reynalds

.Collings & Co.

.The Horton-Gallo-Creanier
Co.

.Philip Werlein, Ltd.
.Blackman Talking Mach. Co.

Emanuel Blout.

C. Bruno & Son, Inc.

Charles H. Ditson & Co.

Knickerbocker Talking Ma-
chine Co., Inc.

Musical Instrument Sales Co.

i\ew York Talking Mach. Co.

Dimes, Inc.

Silas E. Pearsall Co.

.Oklahoma Talking Machine
Co.

.Ross P. Curtice Co.

Mickel Bros. Co.
.Putnam-Page Co., Inc.
.Louis Buehn Co., Inc.

C. J. Heppe & Son.

Penn Phonograph Co., Inc.

The Talking Machine Co.

H. A. Weymann & Son, Inc.
.W. F. Frederick Piano Co.

C. C. Mellor Co., Ltd.

Standard Talking Mach. Co.
.Cressey & Allen, Inc.
.Sherman, Clay & Co.
.The Coriey Co., Inc.
.E. J. Chapman Co.
.The John Elliott Clark Co.
.Sherman, Clay & Co.
.Sherman, Clay & Co.
.Sherman, Clay & Co.
. Koerber-Brenner Music Co.
.W. J. Dyer & Bro.
.W. D. Andrews Co.
.The Toledo Talking Machine
Co.

.Cohen & Hughes
E. F. Droop & Sons Co.
Rogers & Fischer

Victrola IV, $25

Oak

Victrola VIII, $50

Oak

Victrola No. 80
$100

Mahogany, oak or walnut

Victrola No. 130
$350

Victrola No. 130, electric, $415
Mahogany or oak

Victrola

REG U S PAT. OFF

"HIS MASTER'S VOICE"

Important Look for these trade-marks. Under the lid. On the label.

Victor Talking Machine Company

Camden, New Jersey

THE TALKING MACHINE WORLD

July 15, 1922

iiiiiiiiiiiiiiiiiiiiiiiiiiiiii

Records of Religious Numbers and Old-Time |
Ballads Having a Sales Vogue - by Arthur h. Foster |

lllllllllllllllllllililllllllllllllllllllillllllllllllll
Despite the demand for records of popular and
dance music of every type many dealers report a
very great demand from all classes of people,
young and old, for sacred music. This is not
surprising, for there are millions of people in
the United States who still go to church and who
love the old hymns that they learned in the
Sunday school in their youth. This applies to
every religious persuasion. Despite the modern
trend, they like to have the records of these
hymns in their home, and it is a question whether
this fact is considered by a great many dealers.

In selling records it is always well to keep in
mind evers' phase of merchandising and to appeal
to the largest possible clientele of buyers. It
must be remembered that the old hymns and the
old songs make a very keen appeal to the mil-
lions of people who are middle-aged and who
have little time to keep in touch with the fugi-
tive jazz numbers, some of which ill deserve the
term musical. If every dealer would sit down
and consider how many middle-aged people there
are in his territory, how many church-goers, and
then ask himself how many of these people he
has on his books as customers he will be able
to get a fair idea whether he is "on the job"
or not. It is the time for one to criticise himself
■ — to just ascertain what is being done and what
could be done to increase record sales. There
is a great deal of empty talking, but not enough
action — not enough real constructive perform-
ance.

Talking to a dealer along these lines about six
weeks ago he admitted that he had not given
serious attention to this matter of selling rec-
ords of religious and old-time music — that is,
making a special appeal or drive. The other

day this same dealer told the writer that after
a six weeks' carefully developed campaign he had
actually sold a surprisingly large number of
religious and standard old-time records and, bet-
ter still, a surprisingly large number of machines
to people who heretofore did not seriously con-
sider the value and importance of the talking
machine. "Some of these people looked," he
remarked, "upon the talking machine, because

H Record Lists Should H
( Be Analyzed Closely H
1[ and Particular Num- J
jj bers Picked Out and B
jj Featured to Advantage m

llllllliiiiiiii

of its association with jazz, as something unholy,
but when these old church-goers realized that the
old standard church hymns could be heard in
their parlors on Sundays, as well as the old bal-
lads, it delighted and consoled them, and not only
have they become enthusiasts, but they have told
their friends about it, with the result that the
sales which I have closed from your suggestion
have been bej^ond any calculations which I could
possibly make."

Now, we venture to sa3' that there are thou-

IlilllllllllliillllllillilllllllllllllllillllillllllllM
sands, yes, millions, of people in America just like
those people who have just expressed themselves.
And the point is, what are the dealers doing to
get this trade? It is to be assumed that a great
many dealers are covering this field intelligently

and persistentl}', but there are hundreds, yes, thou-
sands, of others who are doing nothing construc-
tive to push their record business other than
along ordinary every-day lines and depending
largely upon the public to voluntarily visit the
store.

Now, it is time to be up and alive to every
opportunity. Dealers should study their lists
closely and pick out the various types of rec-
ords that appeal to the people of varied tastes.
They should make special appeals to arouse in-
terest and incidentally move their records more
rapidly than they are doing now.

All this implies thought and planning, but that
is the duty of every business man. There is no
use in having a store and placing goods in it un-
less the owner can get close to the public and
move his product. He can no longer wait for
customers to come in; he must seek for trade,
and the whole question centers on the modus
operandi of seeking and, by seeking, finding
customers.

MONTAUK MFG. CO. CHARTERED

The Montauk Mfg. Co., of Hoboken, N. J., has
been granted a charter of incorporation under
the laws of the State of New Jersey, for the
manufacture of talking machines, with a capital
of $125,000. Incorporators are: William H.
Hotchkiss, W. E. Hotchkiss, Henry L. Slade and
William S. Stuhr.

Main Wholesale Depot:

741 Mission Street, San Francisco

Branch Wholesale Depots:

10th and Santee Sts., Los Angeles, California

N.W. Corner 13th and Glison Streets
Portland, Oregon

Oceanic Bldg., Cor. University and Post Sts.
Seattle, Washington

330 W. Sprague Ave., Spokane, Washington

Victor Victrolas— Victor Records— Victor Accessories

Sherman (play & Co.

Pacific Coast Distributors

Five Wholesale Depots for Your Convenience

July 15. 1922

THE TALKING MACHINE WORLD

Victor supremacy is the
supremacy of performance

Victrola VI, $35

Mahogany or oak

Actual accomplish-
ments are better than
promises and expecta-
tions. What the Victor
has done in the past and
continues to do today is
the safe index of what
the future holds in store
for the musical instru-
ment dealer.

Victrola IX, $75

Mahogany or oak

Victrola No. 100
$150

Mahogany, oak or walnut

Victrola No. 110
$225

Mahogany, oak or walnut

Victrola No. 300
$250

Victrola No. 300. electric, $315

Mahogany, oak or walnut

Victrola No. 330
$350

Victrola No. 330,'electric $415

Mahogany

Victrola

REG. U.S. PAT. OFF.

HIS MASTER'S VOICE"
Important : Look for these trade-marks. Under the lid. On the label.

Victor Talking Machine Company

Camden, New Jersey

THE TALKING MACHINE WORLD

July 15, 1922

^TALKING <^

(Registered in the U. S. Patent Office)

PUBLISHED BY EDWARD LYMAN BILL, Inc.

President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President,
J. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
Fourth Ave., New York; Secretary, E. L. Bill; Assistant Treasurer, Wm. A. Low.

J. B. SPILLANE. Editor
RAY BILL. B. B. WILSON. BRAID WHITE, Associate Editors
L. M. ROBINSON, Advertising Manager
L. E. BOWERS, Circulation Manager

Trade Representatives: A. F. Carter, Wilson D. Bush, C. Chace, Edward Lyman
Bill, V. D. Walsh. E. B. Munch, C. R. Ttghe, Scott Kingwill, A. J. Nicklin

Western Division: Republic Building, 209 So. State Street, Chicago, 111. Telephone,

Wabash 5242

Boston: John H. Wilson, 324 Washington Street
London, Eng., Office: 2 Greshara Building, Basinghall St. W. Lionel Sturdy, Mgr:

The Talking Machine World has regular correspondents located in all of the principal
cities throughout America.

Published the 15th of every month at 373 Fourth Ave., New York.

SUBSCRIPTION (including postage): United States, Mexico, $2.00 per year; Canada,
$3.00; all other countries, $4.00. Single copies, 25 cents.

ADVERTISEMENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.'

REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.

tSf NOTICE TO ADVERTISERS — Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.

Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York

NEW YORK, JULY 15, 1922

UNUSUAL EFFORTS BRING BUSINESS RESULTS

Q URPRISING as it may seem to some people, business is being
kD done this Summer by those who are making strenuous efforts to
secure it. Dealers who are ob.essed with the idea that business is dead
and that it is best to drift along until it gets better are, of course, not
doing well, and naturally so. Those who are aggressively inclined
and who believe that there is always business when properly sought
are not complaining. This is briefly the situation in the talking
machine trade this Summer.

A prominent member of the trade who has just come back from
an extended trip covering important trade centers in the United
States, when asked about .the situation, thus sententiously summed
it up : "Twenty per cent of the merchants who are intelligently
active are doing the bulk of the business, while the other 80 per
cent, the inactive ones, are complaining, more or less, about the
situation."

From reports reaching The World office this remark covers
fairly accurately the condition which, in a large measure, prevails
throughout the country. Two or three live dealers in a locaHty
report a volume of business equal to or exceeding that of a year
ago, and a dozen or more of their competitors, while deprecating
poor business, cast doubts on the statements of the prosperous ones.

Now, Mr. Dealer, the question arises in which category are you
to be placed? It is in your hands to increase the 20 per cent who
are actually doing business, or to augment the 80 per cent who
are complaining about conditions. The choice rests with you. It
is natural that if there is only a certain volume of business obtain-
able, and only 20 or 25 per cent of the merchants are really going
after it vigorously and getting it, there is logically a mighty small
proportion left for those who sit passively doing nothing but com-
plaining and waiting for a change in conditions.

At no time in the history of the trade was it so necessary as
to-day to recognize that unusual efforts must be made to develop
sales. It is not a time for resting by the wayside ; it is a time for
pressing onward to victorious accomplishments, and this can only
be achieved by the employment of aggressive methods of merchandis-
ing— in other words, going after customers rather than waiting
for them to call at the store.

While these remarks apply to the sales of talking machines they
are even more applicable in the sales of records. There has been a

slump in record sales largely because talking machine dealers and sales-
men are not "selling music" to their customers. With many there
has been no intelligent follow-up policy adopted ; there has been no
effort made to secure direct contact,' and as a consequence talking
machines are not being used as frequently as they should be in the
home because the owners have not been educated to the idea that
they should buy new records.

Now the progressive minority of dealers, referred to at the
opening of this article, who are doing business, have secured the
position they occupy by failing to recognize seasons. They have
made their customers understand that records are just as entertain-
ing in the Summer as in the Winter months, and as a consequence
the output of records has shown a very large proportion of increase
with these concerns. What these dealers are doing can be done by
every other dealer who is awake to the necessity of aggressive mer-
chandising. There is enough of Summer business to be secured to
give every dealer who goes after it a rather satisfying share — if the
effort is made.

PROSPECTS FOR THE FUTURE ARE BRIGHTER

HP PIE message delivered to the members of the National Associa-
1 tion of Talking Machine Jobbers at their convention last month
by Ralph L. Freeman, Director of Distribution of the Victor Talking
Machine Co., is one that is vital not alone to members of the Victor.
Co. family but to business men in general, who seek to establish their
institutions on a permanent basis.

The text of Mr. Freeman's talk was fair dealing, and although
every line of the message itself was of great importance the follow-
ing paragraphs should find a place on the desk of many discerning
business leaders :

"The Victor Co.'s message to you is one of good cheer. The shock
of the inevitable post-war readjustment has not shaken the solid
foundation upon which your business and ours was builded. The
prospects for the future are much greater than anything that has
been realized.

"New conditions, so large and far-reaching that it is difficult
to visualize or comprehend them, are developing throughout the world.
They represent greater opportunities for conscientious workers than
have heretofore existed, and it is plain that we in this country must
benefit from the position of advantage we occupy.

"There is, however, a condition that we must fulfill. We must
be faithful — unto others as to ourselves — no less. No mad scramble
for business can be allowed to benumb our sense of obligation and
fairness else we shall deserve to lose and will lose our opportunity.

"This statement is not a mere platitude, referring generally to
the public at large, but a definite fact to be applied to each of us
individually who have it in mind to contend within our sphere for
a share in the prosperity in the future. We must work and we must
be faithful to the trust of those whose patronage we desire."

VALUE OF INDIVIDUALISM IN ADVERTISING

CO-OPERATIVE advertising in one form or another appears to
be quite active at present in the music industry as well as in
other lines of business, and viewed from the broad angle of in-
creased publicity it is a progressive move. It would appear, how-
ever, that some of the plans recently broached are calculated to sacri-
fice individuality in the carrying out of a general campaign.

It is all well enough for wholesalers or manufacturers to join
together and put over campaigns that will be beyond the means of
the individual, but the results in proportion to the expenditure are
likely to prove distinctly disappointing unless steps are taken to hook
up the individual concern with the general campaign and to direct the
thought of those appealed to in the general campaign along the proper
lines. •

In the talking machine trade the manufacturers have carried
on for years extensive advertising campaigns — in fact, according to
authorities musical instrument advertising in volume comes imme-
diately after the advertising of passenger automobiles, and of this
total volume over 90 per cent represents talking machine advertising.
The value of this publicity, however, has rested chiefly in the fact
that local dealers and distributors have hooked up their own adver-
tising with the general campaigns, that with the desires of the public
to purchase a given make duly stimulated, it has taken local adver-
tising to bring the purchaser into the store where the machines or
accompanying records could be purchased.

July 15, "1922

THE TALKING MACHINE WORLD

The same idea applies with equal force in the distributing field.
It is well enough to flood dealers at regular intervals with stock pub-
licity, but the value of that publicity will lie in the ability of the
individual distributor to tie up with the general campaign. He
either does that or he is paying a substantial proportion of his com-
petitor's publicity expenses.

Advertising is one field where standardization alone does not
make for profits. It is the individual appeal, the ability to persuade the
purchaser, whether dealer or ultimate consumer, to do his purchasing
from one particular concern — that of the advertiser — that makes the
publicity worth while. The manufacturer spends his millions in
building up recognition for the name and trade-mark of his product,
and it is just as essential that the distributor and dealer devote them-
selves in some manner at least to building up recognition for their own
ends. The firm establishment of a name value in the minds of buyers
is the ultimate goal of any sound publicity.

and have given to the weaker member the benefits of advice and
experience of his successful fellow dealer. Even the successful man
has been able to gather one or two ideas that are applicable to his
own business.

The big thing, however, is to develop contact between the re-
tailer and the distributor or manufacturer; to give him a new angle
on the business; to acquaint him with the general plans for exploiting
the product, and to make him feel that he is part of the institution —
a partner in its success or failure. There can be no question but
that this close contact established between dealers and distributing
headquarters through the medium of annual or semi-annual conven-
tions has an intangible value which it is impossible to measure in
dollars and cents.

THE TALKING MACHINE AS AN EDUCATOR

WINDOW DISPLAYS FOR THE SUMMER BUYER

DURING July and August, the great vacation months of the year,
talking machine dealers should make a special effort through
window displays to interest vacationists in the portable talking ma-
chine and in a goodly number of records to carry along with them
on their outings. There is no one factor that contributes more to
the enjovment of a vacation than the talking machine. It entertains
with concerts in the evening; supplies dance music where necessary,
and is a real friend in need on a rainy day. There is a super-
abundance of ideas that can be worked by the dealer into striking,
suggestive window displays that should arrest the attention of vaca-
tionists, and contribute to a goodly increase of sales during the
Summer months. It will pay to clear the window out and arrange
some kind of a camping scene or install some original conception that
will suggest the timeliness of the portable and a goodly supply of
records during the vacation period.

HELPING DEALERS TO ELUCIDATE PROBLEMS

THE practice of manufacturers, and particularly distributors,
either individually or in association with others in the same line,
of bringing their dealers together at intervals for the purpose of
discussing the problems of the trade as applied to their particular
lines and mapping out campaigns that represent co-operative ex-
perience is a practice that is worthy of hearty endorsement.

Up to a few years ago the average dealer was, and felt himself,
somewhat apart. His only contact with the manufacturer or dis-
tributor was through the medium of the salesman who called at
regular intervals and the dealer's viewpoint regarding the business
as a whole was obtained through salesmen, its accuracy depending
upon the latter's ability to collect and then retail the ideas.

The conferences of dealers that have been and are being held
at various central points have already accomplished much for them,

DURING the last two decades the attention of educational authori-
ties throughout the world has been directed to the need for
broadening the cultural foundation of the schools, and music has
become recognized as affording an unsurpassable basis for general
culture. But musical art has in the past been the property almost
exclusively of those who possess executive musical talent ; that is,
of a very few, comparatively speaking. Good listeners, however,
are the greatest need, for trained, intelligent listeners alone can
constitute the public audience which the musician, creative or execu-
tive, must have. Good listeners again are simply those who have
been "exposed" to a sufficient quantity of music, who have, in fact,
become familiar with it by much hearing and some intelligent guid-
ance. The making of such listeners must naturally begin in the
school-room with the rising generation.

Here the talking machine finds its place in the school. By its
aid musical culture is taught to thousands who otherwise might never
hear an orchestral performance or an orchestral instrument. By
its use children are taught to know and love music, to sing and play
for themselves, to want more and better music in their daily lives.
Within a few years the educational side of the talking machine has
assumed outstanding importance and to-day there is hardly a town of
any size in the country which does not include at least some talk-
ing machine equipment among the items of its educational tool shop,
making the talking machine, without a doubt, one of the most poten-
tial forces in modern education.

The value of the talking machine in this special field is, in fact,
only beginning. The day is at hand when the value of this system
of conveying instruction and artistic enjoyment to every corner of
the earth will be recognized everywhere as supreme and as no more
to be omitted from the school-room than the blackboard or the maps.

Dealers should keep in close touch with the educational authori-
ties in their territories and emphasize strongly at every opportunity
the paramount importance of the talking machine as a factor for the
advancement of education.

PES-U.SPATPFF

TELEPHONE NUMBERS
FITZROY 3271—3272—3273

This one word distin-
guishes Ormes service and has
contributed not only to our success but
to the success of our retailers.
Service that is out of the ordinary — not only in the supply-
ing of merchandise but in helping Victor retailers develop their
business.

ORMES, Inc.

Wholesale Exclusively

15 West 37th Street

New York

10 THE TALKING MACHINE WORLD July is 1922

pniiiiiniiiiiiiiniiiiMiiiiiiiiiiiiM

I The Importance of Manners and Their Rela- 1
I tion to Effective Sales Work :: by w. Braid white |

Illlililllllllllllilillllilll!

Manner is more than merely manners. Yet
good manners will make a man even where the
more or less frequent distinction of "manner" is
lacking. From the salesman's point of view the
distinction is important.

The "manner" which distinguishes a man or a
woman is the product of his or her birth, en-
vironment and education. Men are doubtless
created equal in respect of political rights, but
they are most decidedly unequal in respect of
mental and physical attainments. Now, it is a
complaint not infrequently or unjustly made that
the men and women of the present generation are
ill-mannered; that they have lost the idea of
good temper and politeness; that they take an
almost savage delight in showing themselves
surly and rude. The belief appears to be that
politeness is a form of servility and that one
cannot show oneself an independent American
citizen unless one adopts a tone of superiority or
of insolence toward those who are thrown into
contact with one in the course of business.

Salesmen ought particularly to consider these
facts, for salesmen are particularly susceptible to
ihe error just mentioned. The salesman must
wait upon men and women of all kinds and, con-
sequently, his or her success will very largely de-
pend upon manner in general and upon manners
in particular.

Manner vs. "Manners"

There is an enormous difference between man-
ner and mere "manners." Any one can be edu-
cated into adopting certain external styles of
speech and action, and so any one can be educated
into adopting "good manners." But to attain to a
natural "manner," to a manner which stamps one
as a gentleman or as a lady, is a different sort

of thing altogether and calls for careful study, a
fine character and a sincere attitude toward all
men and all things.

In the first place, then, be it understood that
politeness is not necessarily either familiar or
servile. To learn how to smile, to learn how to
shake hands, to learn how to give instant and
unstudied attention to questions put by a cus-
tomer, no matter how stupid they may be, all
this can and should be learned without leaving

m Manner Is One of the |

J Prime Principles of (

g Salesmanship and an m

m Asset Worthy of In- |j

■ tensive Cultivation j|

■llllllllllll

upon the salesman's nature the slightest trace of
servility. In fact, servility is a matter of inner-
character. A man who looks down upon those
who are less successful materially than him-
self or who curries favor with those who
are higher up in the scale is servile, and
though he disguise his servility under ever so
many outer mannerisms or tricks of "independ-
ent" speech and manner he cannot conceal the
essential fact.

The first thing to learn, then, is the lesson of
sincerity and kindness. If we really believe that
the men and women who pass before us each day
in the course of our business and social dealings
are really, alike with us, God's children, we shall
respect them on the ground of our common hu-
manity and shall therefore treat them as we
treat whatever we respect. That is to say, we
shall be neither servile nor insolent, but nat-
ural, simple and genial.

The prime requisite, in fact, for the attain-
ment of good manners is this sincere belief that
men and women are alike entitled to courtesy
and attention. It is the mark of ignorance to sup-
pose that insolence or discourtesy are marks of
independence. They are simply marks of stu-
pidity and swinishness. The greatest aristocrats
are often the most suave, polite and courteous
of beings.

The Brotherhood of Humanity

A salesman has to meet persons of all sorts.
No artificial manner will suffice for the proper
handling of them all. It is therefore the sales-
man's duty to learn to believe in his fellow men,
to realize that each of them has a right to
exist in the world, and to get over the idea that
any one is fundamentally better than any one else.
Variety is indeed infinite. Men and women are
not equal in respect of wealth, opportunity or
culture, birth or breeding. But all men and
women are nevertheless men and women, enrolled
in the brotherhood of humanity and entitled, even
when they are themselves bad mannered, to
recognition as our fellows.

To recognize this brotherhood in humanity
with one's customers is the most important part
of that priceless asset, a good manner. For a
good manner, as said before, is the natural, un-
spoiled product of a sincere belief in the funda-
mental goodness and decency of human beings.

The external accompaniments and signs of the
fine manner are, of course, to be found in that
natural courtesy that radiates from men and
women of fine, broad mentality. Courtesy is
expressed in many ways. Courteous men and
women do not raise their voices, because they
know that a noisy voice usually distresses or
disgusts. They do not tell funny stories to
casual acquaintances, because they know that
many men and women resent such familiarity.
They are never effusive, for they realize that ex-
cessive politeness too easily degenerates into the
manner of the second-hand clothing salesman.
They, on the contrary, never refuse a request, are
never too busy to stop and listen, never take
advantage of the helplessness or ignorance of the
aged or of foreigners, and, above all, never laugh
at distress or trouble. They are kind to chil-
dren, but they do not slobber over them. They
are polite to all, but they never allow themselves
to be known for their extreme politeness. They
wait till they are asked to talk and when they talk
they say what they mean, without falsehood or
rudeness.

The foundations of a fine manner are sincerity
and love. Given these, everything else follows.
The foundations of good manners are restraint,
good temper and consideration for the feelings
of others. Both can be acquired. Both are sin-
gularly lacking in the equipment of most young
men and women who essay to sell. Yet ths
higher reaches of salesmanship simply cannot be
attained without both.

OHIO FIRM CHARTERED

The Columbia Music Shoppe Co., of Lake-
wood, O., has been granted a charter of incorpo-
ration in that State, with a capital of $1,000. In-
corporators are W. W. Du Breinl, Anna E. Du
Breinl, M. L. Stener, D. C. Rolli and E. L.
Coopson.

SEND FOR YOUR SAMPLE TO-DAY

This
is the
New-
Design

■ 124th % *

Mr. Victor Retailer —

Would you spend 15c to bring a customer into your store
and keep your name constantly before a Victrola owner?

We'll say you will! That is why we will send you a free
sample on request of our Advertising Sales-Building Record

YOUR ad inserted without extra charge.

KNICKERBOCKER TALKING MACHINE CO.

Victor Wholesalers

138 West 124th St. New York City

July 15, 1922

THE TALKING MACHINE WORLD

Peerless Builds Confidence

REPUTATION

Reputation is, above all
else, the merchant's great-
est asset. Fire can burn
him out, competitors can
harass him with their bar-
gain sales and imitators
can steal his thunder, but
— if the established repu-
tation remains — his busi-
ness goes right on.

" and Son," or

"Established in 18 — " are
mercantile mile stones
which people follow in-
stinctively because of a
feeling of certainty in
dealing with a store which
is founded on reputation
and has endured through
many years.

A Bazaar is brilliant,
noisy and sometimes does
a good business, but it
passes quickly away and is
forgotten, while the names
of reputable business in-
stitutions are bred into
the very conscience of the
people.

And a merchant's repu-
tation unquestionably is
established on the qual-
ity of merchandise he
handles.

There exists today a new relationship between the re-
tailer and his clientele. It is that of solid confidence and

loyalty which merits the ap-
proval of all far-seeing mer-
chants and their customers.

Now is the time to build
your business by giving
careful attention to the
quality and intrinsic value
of every article you offer
for sale. Give a thought to
the most important acces-
sory of the industry and
Campaign" right by selling

Showing how 10 inch records fit
into Peerless Big Ten.

start your "Confidence

PEERLESS

— the Album

Have a supply of twelve-
inch albums with ten-inch
leaves known as Peerless Big
Ten; an album which main-
tains filing uniformity of
any phonograph or record
cabinet. It is a book which
meets the approval of every
purchaser of cabinets con-
taining shelves.

the Album

Display This Sign— It Will Sell Peerless
Albums for You — Send for Yours at
Once.

Send for a sample today — and see for yourself that—

It Does Make A Difference What Albums You Sell

Note : Albums, particularly Peerless Albums, do sell records just the same
as an empty garage invites an automobile. We said this more than three years
ago and have continued saying it; and nothing but the confirmation of the fact has
come to us from the trade. What arc your ideas on the subject?

PEERLESS ALBUM COMPANY

WALTER S. GRAY
San Francisco
942 Market St.

PHIL. RAVIS, President

636-638 BROADWAY
NEW YORK

... W. HOUGH

Boston
26 Sudbury St.

THE TALKING MACHINE WORLD

July 15, 1922

Some Window Display Ideas That Should |
Help to Increase Record Trade :: ByF.H.wiWams J

HlllllllllllllllllllllllllllllllllllllilllllllllllllllilM

Arrange a display of all the records you carry
which are designed for the entertainment or
amusement or soothing of babies. Then from some
local photographers secure photos of babies and
place these photos in the window with the rec-
ords. See to it that the price of each record is
clearly indicated. Use a placard with this dis-
play emphasizing the fact that a talking ma-
chine is a great help in taking care of babies and
that you have a particularly big and compre-
hensive stock of records for the entertainment
and amusement of the infants. People are always
interested in babies, so this sort of a display
would get a lot of attention and help you greatly
in selling more records of this sort.

People are always interested in diagrams. This
being the case, it would be a good stunt to have
a sign painter get up a sign on which would ap-
pear a large circle divided into segments repre-
senting the amount of business you do in rec-
ords of various classifications. For instance, one
segment could be labeled "Volume of dance rec-
ords," another could be labeled "Volume of
operatic selections," a third might show the
amount of business you do in dialogue records,
and so on through the various classifications.
Above the diagram you could have this inscrip-
tion painted, "This is a well-rounded store — we
do a good business in all lines of records. You
can find here the very record you want." In
front of the diagram there should be a display
of some of the more popular records in all the
various classifications. This sort of a stunt would
be sure to make a big impression on the folks
who looked in at your window.

Everybody knows about the "blues" in music,
but who is as familiar with the "reds"? You have

llllllllllllllllilllllll'llllllllllli

a large number of titles among the records you
carry in stock in which the word "red" figures.
Why not get some of these records out, place
them in your show window, decorate your show
window appropriately in red and then place in
the foreground of the window a placard reading
like this: "You've heard about musical 'blues' —
here's where you learn about some of the popular
musical 'reds.' Every one of these records has

H The Cheapest and Most U
[j Effective Sales Me- |j
■ dium for the Talking J
jj Machine Dealer Is the jj
H Attractive Window ■

mnii

llll

iiiiiiiiiiiiiiiiiiiiiiiiiiiii^

something red about it and all of them are popu-
lar. Come in, get a red record now."

In what shape do you get your shipments of
needles? How many different kinds of needles do
you regularly carry in stock? It would be in-
teresting to all owners of talking machines to
see a window display in which you showed the
original packages in which you get your needle
shipments and in which you showed the various
kinds of needles you carry in stock and in which
you told about the special advantages of these

various kinds of needles. Such a window dis-
play could be very easily arranged and it would
be different from the usual run of phonograph
store window displays.

Put a record display stand in the foreground
of your show window. Over it place a little
placard reading like this: "This is the first rec-
ord we sold to-day. Come in and get one foi
your machine." Then on this stand each day
place another one of the first records you sell
each day. This sort of a stunt would be timel>
and different and, for that reason, would attract
more attention than the ordinary kind of a dis-
play and help more than the ordinary display in
selling more records.

Paste some of the more popular records on the
inside of the glass of your main show window
just above the range of vision of the person
of average height. Above each record paint the
price of the record and some such selling phrase
as this: "Snappy dance record," or "Very popu-
lar vocal," or something of that sort. All pass-
ers-by would be attracted by the unique appear-
ance of your window and in this way you'd get
an extra amount of attention for the records and
make more than the usual number of sales.

All of these window display ideas can be
easily used in your store without much trouble
and without much expense. Use them now!

BUSINESS IS LIKE A TREE

A business can be likened to a tree. The store
is the trunk, the salesmen the roots and the cus-
tomers the leaves. If the roots lack nourishment
(knowledge) the trunk withers and there will be
no leaves.

THE EMPIRE UNIVERSAL TONE ARMS

Will Give Your Product Individuality That Will Greatly Strengthen Its Selling Force

Send for sample of our new
Tone Arm for Portable
Machines.

We invite a personal test. There is
nothing more convincing. Order a
sample arm and test it out. It will
win you on merit only. Our prices
are low and the quality second to none.

Write or wire us for samples and quo-
tations and give us an outline of your
requirements.

THE EMPIRE PHONO PARTS COMPANY, 1362 East Third Street, Cleveland, 0

Established in 1914

Manufacturers of High-Grade Tone Arms and Reproducers

W. J. McNAMARA. President

July 15, 1922

THE TALKING MACHINE WORLD

pllllllllllllllllllllllllllllllllllllllllllllllllM

I Trend Toward Go-operative Advertising Is |
| Evident Throughout the Country ■■■■ Byw.B.stoddard I

iiiiiiiiiiH iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii!i»

The old adage that "in union there is
strength" finds its modern counterpart in co-
operative advertising, many firms having found
that it is not only cheaper but more effective to
advertise with a group of merchants in their
own or related lines than it is to advertise
individually. Some very interesting campaigns
have thus been undertaken by groups in different
cities, sometimes independently, at others in co-
operation with a live newspaper. One of the
best of the latter is the campaign just concluded
by a group of Louisville, Ky., merchants. A
dozen leading firms took a page and divided it
between them. They then announced that they
were in the market for ads to fill these spaces.
Each week each merchant gave five dollars in
merchandise to the best ad submitted to him,
and that one was used as his ad for the succeed-
ing week. Each merchant also offered a special
prize for the best ad submitted during the entire
contest, and the ad was chosen from the prize-
winning ads submitted each week during the
eight weeks of the campaign. Best of all, the
newspaper under whose auspices the campaign
was conducted offered a cash prize of $75 for the
best ad submitted during the eight weeks, the
winner being chosen by having the twelve firms
each submit their best ad, and these twelve were
laid before three judges — who were among the
best advertising men in the city — who selected
the one that in their judgment was the most
effective. Among the firms co-operating was the
Baldwin Piano Co., and the text of the prize-
winning ad which it submitted to the judges
was as follows:

"Is your home equipped for your own pleas-
ure, or do you have to go elsewhere for your
enjoyment? Try an evening at home with a
phonograph."

This text, of course, was very effectively dis-
played.

Up in Oregon one of the local papers, in con-
nection with a number of leading merchants,
offered a school children's popular home necessi-
ties educational contest. Nineteen dealers in con-
junction with the editor of the paper offered an
aggregate of $500 in prizes for a contest extend-
ing over twenty weeks, $25 in cash being given
each week in the form of one first, second, third
and fourth and five additional $1.00 prizes. The
contest was open only to children under the age
of eighteen and only one prize could be won by
any family — this being to distribute the prizes
more widely and to prevent one gifted mem-
ber of a family submitting ads under different
names. The idea in the contest was to write in
pro.se or verse an ad of not more than fifty words
telling why the wares of a certain merchant
should be purchased. The children were at lib-
erty to choose any of the firms on the page, and
as many as four ads could be submitted each
week by any child, provided they were all con-
cerning different firms. The Oregon Eilers
Music House, Portland, was one of the partici-
pants in this contest and laid special stress on
its records — the winning ads generally having ref-
erence to the enjoyment obtained from the dance
and concert records rendered on the phonograph.

For all-the-year-around advertising it would be
hard to surpass the plan of a group of merchants
of Iola, Kan. They got together and formed an
association with a duly elected president and sec-
retary. Their first step was to get out a four-
page bulletin, which they ran as an insert in
the local newspaper. This prospectus stated in
part:

"This particular bulletin is the first of a series
you will receive regularly once a month. The
purpose of it is to notify you that the merchants
of Iola, whose names are mentioned herein, will
hold a special sale Saturday, to which you are
cordially invited.

"Every merchant announces an especially low
price on some one article of common use, and,
since every dealer announces a price on a dif-
ferent article, you will be able, by going from
one to another, to make a long list of purchases
at reduced prices."

C. G. Nelson, secretary of the Association, ex-
plained in detail the workings of the plan, which
has been in successful operation for a year:

"The bulletin mentioned above is issued every
month. Every article on the two inside pages
is censored by our advertising committee and
the merchandise must be a real bargain or The

piiiiiiiiiiiiiiraiiiiiiiiB

H Dealers in Many Sec- ■
jj Hons of the Country m
U Find Co-operative Ad- (
U vertising Economical ||
1 and Most Resultful j

ad is turned down. The spaces in the bulletin
cost $4.00 each. On the inside pages no advertis-
er can combine spaces, use cuts or name plate.
This is for the purpose of giving the small adver-
tiser the same benefit as the larger one. On
the outside pages there are no restrictions — cuts
and name plates can be used and any number of
spaces up to four may be combined to form a
single ad if the merchant wishes."

Another plan carried out by these enterprising
Iola merchants to secure the rural trade is the
monthly auction sale. These sales are held at a
regular auction pavilion, with entrances on two
streets. Household goods, farm implements,
automobiles and live stock are sold on commis-
sion, the first two classes being auctioned off in
the morning, the latter two in the afternoon. No

charge is made for listing goods to be sold, and
free pens are provided for the live stock. A com-
mission of 2 per cent is exacted on live stock and
automobiles and 5 per cent on all other mer-
chandise. Auctioneers are provided by the As-
sociation, but any one who wishes can bring his
own auctioneer. These monthly sales have
brought much trade to town that formerly went
to the mail-order houses and have made for
closer relationships between town and country.
The John V. Roberts Music Co. was among the
co-operative group and specialized on records,
their offer being three double-disc records.

TEMPLE OF MUSIC OPENS STORE '

Brunswick Line Featured by Attractive New
Establishment in Allentown, Pa.

Allentown, Pa., July 3. — The formal opening of
the Temple of Music, 940-942 Hamilton street,
this city, was held late last month with daily
concerts, which were well attended. This is one
of the finest establishments in this part of the
State and, in addition to a complete line of
pianos of well-known makes, the Brunswick line
of phonographs and records will be featured by
the firm. The main floor of the establishment
is used as a display room and the mezzanine floor
has been converted into a demonstration depart-
ment, a number of booths having been con-
structed here. The basement has been turned
over to a completely equipped repair department.

DUPLEX RADIO PHONO. CO. FORMED

The Duplex Radio Phonograph Co., of New
York City, has been granted a charter of incorpo-
ration under the laws of the State of Delaware,
with a capital of $500,000.

FILES BANKRUPTCY SCHEDULES

Talking Motion Pictures, Inc., of 203 West
Fortieth street, New York City, has filed sched-
ules in bankruptcy, listing liabilities of $120,822
and assets of $3,864.

THE TALKING MACHINE WORLD

July 15, 1922

Just compare any record of any make with the needle
cut Pathe Actuelle and then you will know why the

Pathe Actuelle is—

The Best Record in the World

For Example, try "Stumbling"— Our Record No. 020746
Play on any phonograph with steel needles

Double Disc
Classical
Records by
famous Artists

RECORDS

Decdle Played

2 for $1.00 - 55c each

(59c in Rock)) Mountain States)

Standard

Selections

also

First with
the hits

Partial List of Famous

Artists-
Tito Schipa
Yvonne Gall
Adamo Didur
Margarethe Matzenauer
Rudolph Ganz
Anna Fitziu
Eleonora de Cisneros
Claudia Muzio
Luigi Montesanto
Kathleen Howard
David Bispham
Grace Hoffman
Alexander Debruille
Helen Yorke
Roberto Rotondo

DEALERS—

Write to us at once for
information regarding the Blue
Ribbon Order.

PATHE FRERES PHONOGRAPH CO.

20 Grand Avenue

Brooklyn, New York

July 15, 1922

THE TALKING MACHINE WORLD

piiiiiiiiiiiiiiM

[ An Appealing Store Atmosphere Is Neces- 1
I sary for Business Growth on a Sound Basis j

Probably one of the most effective methods
of retaining patronage after advertising, canvass-
ing, correspondence, window displays, etc., have
done their work in bringing the customer to a
mental state of desire and interest in the line
handled is through the medium of an atmos-
phere in the store which is pleasing to the cus-
tomer or prospect.

Many concerns spend large sums of money in
advertising, circularization and other methods
of interesting the public in their goods and then
they neglect the most important element enter-
ing into the building of a successful business en-
terprise. As an example of this point: A man
prominent in the advertising world, while read-
ing the newspaper, was so favorably struck with
an advertisement that he decided to visit the
store. He had already made up his mind that he
would purchase the article advertised and, al-
though the store was a considerable distance
out of his way, the influence of the ad was so
strong that he could not resist its appeal. When
he entered the store, instead of the high-class
service suggested by the advertisement, he met
an attitude of indifference that left him cold
and he went out without making the purchase.
The atmosphere of that establishment was re-
pellent.

Atmosphere depends on many things; dignified
and attractive arrangement of stock, cheerful-
ness on the part of the sales staff, quick service,
honesty, courtesy, etc. A merchant can spend a
fortune on his establishment and without these
attributes his store will prove uninviting to cus-
tomers.

A good example of store atmosphere which
was favorable from the standpoint of customers

! !-! I I'M ! I i:.!J I !- ' 1 1 ll.i.l i i ll I .'i .1

was found in a medium-sized city recently by
the writer. Out of about a dozen stores visited
this was the only one which could boast of a
really appealing atmosphere. In the first place
the store was a model of cleanliness and attrac-
tive arrangement. From the windows to the rear
of the place everything was in order and, what
is more important, there was no evidence of that

illlllllllllllll

U Attention to Details m

■j Commonly Called Ser~ m

J vice Is Necessary to m

■ Hold the Unswerving m

■ Loyalty of Customers m

urn

^llllllllillllllllllllH
stiffness which is evident in many establishments.
An interview with the proprietor was illuminat-
ing. In answer to an inquiry he explained some
of his policies as follows:

"I do not tolerate anything but cheerfulness
on the part of my sales staff. From experience
I have discovered that the grouch is the most
detrimental factor in a business enterprise. I
make it a point to learn my customers' names
and their likes and dislikes in the way of music,
so that when they come in I can greet them as
a friend and make suggestions concerning rec-

ords which I am quite sure will please them.
This alone has been instrumental in building up
a large and steady clientele of record customers.

"Another thing many dealers do not seem to
realize is the important part children play in the
selection of music. A source of great personal
as well as profitable satisfaction to me is the fact
that I find it easy to make friends with the
children. They like to come here with their
parents and I have made many record "sales
through the child's liking for music. Along this
line also it is possible to influence the parents
toward the selection of music which is bound
to prove beneficial to the welfare of their chil-
dren from the standpoint of education. It must
be borne in mind that the majority of record cus-
tomers in any community are women, many of
whom have children.

"Advertising and all the other mediums for
bringing the customer into the store are prac-
tically worthless unless the people are handled in
the proper manner once they have been induced
to enter. It is better not to have a prospect
come into the store at all if he is to be handled
in a manner that will arouse a feeling of dislike
and distrust in the concern. It is not only the
losing of that one customer, but because of the
fact that the disgruntled one spreads the story
of his ill-treatment or imagined slight and sev-
eral other persons have been added to the lisi
who will do their shopping elsewhere."

Theodor Chaliapin, the noted Russian singer
and Victor artist, will soon leave Russia to settle
permanently in the United States with his family,
according to a report reaching the United States
from Copenhagen.

94.7%

Send your record orders to
Pearsall. Our stock is 94 J %
perfect.

That's Pearsall Service.

Ask any Pearsall Dealer — He'll tell you

"Desire to Serve Plus Ability"

10 EAST 39th ST.

NEW YORK CITY

SILAS E. PEARSALL COMPANY

THE TALKING MACHINE WORLD

July 15, 1922

A Portable of Distinction

INTO the Columbia Portable Grafonola have been
built the requirements of the finest musical instru-
ment. Sturdy and compact in form, it has still all the
best reproduction features of the cabinet Grafonola.
From the sound chamber in the upper lid, regulated by
adjustable tone leaves, there is produced a volume of
tone which will surprise you. And the scientific per-
fection of its construction loses nothing of the sweetness
and purity.

Here is an instrument that is always ready to play.
Every part has been cleverly fitted into this small
cabinet in the most convenient position. Lift the lid,
insert the winding crank and everything is ready. The
Columbia Portable will find a place of usefulness in
every home. The young folks can move it to the porch
for summer evenings of dancing and the children can
make it their own. Its sturdy construction is made to
withstand the hardest usage.

For vacation time it is an ideal partner — an asset to every
outing. Music out of doors — on the river — at the summer
camps — on lawn parties — picnics — what a sales vista this
opens up among your customers.

Into the Columbia Portable Grafonola go only the finest
selected materials and careful workmanship. You will be
pleased at the perfection of detail of this instrument. Metal
tops fit tightly over the needle cups when the cabinet is closed,
and every part fits snugly for a journey. The handle of the
case has been given a perfect adjustment, which makes carry-
ing easy. You will not find such a list of sales features em-
bodied in any other portable.

You can make many summer sales with this instrument
that you can make in no other way. Put it on display in your
windows and its appearance alone will produce inquiries.
Demonstrate its compactness, its lightness, its perfect musical
qualities, and sales will follow.

COLUMBIA GRAPHOPHONE COMPANY

NEW YORK

Columbia

July 15, 1922

THE TALKING MACHINE WORLD

— II

a — Two-pivoted tone-control leaves at the mouth of
the amplifying chamber permit modifying the
volume of tone as desired.

b — The cover encloses the scientifically shaped ampli-
fying chamber (or horn) which permits the full
and natural development of the sound-waves (as
in the big cabinet Grafonolas) from the neck of
the tone-arm to the mouth of the horn.

C — An escutcheon at this point fits over the motor
pinion and secures the turntable against rattle or
damage during transportation.

d — The standard Columbia bayonet-joint tone-arm
conveys the sound-waves directly into the amplify-
ing chamber in a continuously widening channel
without obstruction or the necessity of employing
special turns or adjustments to suit this type of
a phonograph.

e — Needle cup covers seal needle cups when cover
is lowered for carrying.

/ — Three shaped nickel needle cups (one for used
needles) prevent aggravating forgetfulness.

g — The position of the winding spindle gives the
crank a wide swing which permits easy and safe
winding of motor.

h — Complete exterior is covered with the best grade
of heavy black Fabrikoid.

i — Heavy nickeled corner protectors give strength,
withstand abuse and save scratching of furniture.

j — The inside is finished in highly polished Red Ma-
hogany which, with the highly polished nickel parts
and black Fabrikoid exterior, makes this instru-
ment very attractive in the playing position.

k — Tone-arm and improved standard Columbia re-
producer swing back without adjustment and are
safely positioned by a spring for carrying.

/ — Winding crank is conveniently positioned here for
transportation.

m — Ingenious safety catch permits dust-proof closing
of cover.

Portable

Grafonola

18 THE TALKING MACHINE WORLD J™ is, 1922

The ALBUM method EXCELS all other RECORD FILING systems EVER TRIED

SELECTING THEIR FAVORITES

To the Trade:

Our Record Album factory— all or any part of
it — is at your command. Hundreds of customers
can and will gladly testify as to the good quality of
our production.

Our large and growing business is due to satis-
fied customers and repeat orders.

Imprint (firm name or trade mark) stamped on
covers if desired when orders are sufficiently large
to justify it.

OUR ALBUMS ARE MADE TO CONTAIN VICTOR,
COLUMBIA. EDISON, PATHE. VOCALION AND
ALL OTHER DISC RECORDS

NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA.

New York Office, 54 Franklin Street, Telephone, Franklin 1227, James E. Maguire, Representative

THE PERFECT PLAN

"DAILY DOZEN" POPULAR IN SCHOOLS

Health Builders' Records Proving Boon to Many
Schools — Increased Use of Talking Machines
in Institutions of Learning as a Result

The talking machine has long figured promi-
nently in the curriculum of public schools of this
country, particularly in the period devoted to
physical culture exercises. The advent, how-
ever, of the Health Builders' course, which is

appropriation does not allow for a physical cul-
ture director the Health Builders' course is sup-
plying a long-felt want.

Robert B. Wheelan, president of Health
Builders, Inc., New York City, has received many
enthusiastic letters of commendation from school
teachers in all sections of the country who are
using this course in their classrooms. Many have
had photographs taken and sent them in show-
ing their classes going through the exercises.
The accompanying photograph depicts the Mont-

MAKES RECORDS OF TRIBAL SONGS

Member of Taos Indian Tribe Aids Smithsonian
Institute in Work of Preserving Historical
Data — Has Made Many Interesting Records

Montross, Va., Scholars

Walter Camp's "Daily Dozen" set to music, has
materially increased the use of the talking ma-
chine in public schools for physical culture
purposes.

In the Health Builders' course, constituting
twelve distinct exercises, the music is not only
supplied, but the instructions and commands as
well. Thus while the exercises may be given under
the capable direction of the physical culture direc-
tor of the school the pupils, with the help of
the Health Builders' course, are able to effi-
ciently go through the entire twelve exercises
under the guidance of a monitor selected from
their number. In rural districts where the school

Doing "The Grind"

ross School, of Montross, .Va., doing the "Daily
Dozen" to the accompaniment of the talking ma-
chine. This period is an eagerly anticipated daily
event for the children.

Talking machine dealers who retail the Health
Builders' sets are bringing them to the attention
of the local school boards with much success,
and one dealer in Virginia recently set out in
his car to visit in turn every school in the State
on the proposition.

Washington, D. C, July 8. — Rosendo Vargas,
a member of the old Taos tribe of Indians of
New Mexico, has been lending valuable aid to
the Smithsonian Institute of Washington in its
splendid work of preserving historical data. He
has made a number of talking machine records
of the tribal songs of his people in their native
language.

These songs, including examples of every kind
of singing practiced by the Taos Indians, carry
the atmosphere of old New Mexico and reflect
the spiritual thoughts of a tribal people that once
was in a high stage of cultural development.
Some of the words of the songs — expressed in a
language which, although extremely complicated,
is capable of expressing an infinite variety of in-
tricate thoughts, and discloses an advanced stage
of mental development — are very long and have
delicate shades of meaning that are difficult to
translate into English.

Many of the songs are action-songs — one of
them being called a "going song," which simply
means a song that is sung by the Indians when
going into the fields to work or when starting
out to catch their horses preparatory to going
on a trip — in fact these records reveal the traits
and habits of the Taos tribe.

PHILADELPHIA INCORPORATION

Everybody's Talking Machine Co., Inc., of
Philadelphia, Pa., has been chartered in that State,
with a capital of $25,000. I. B. Grabuski is the
incorporator.

In the last analysis knowledge and the ability
to apply knowledge practically is the only road
to success in any job.

The Branford Music Shop, Victor dealer, was
recently opened at 282 Main street, Branford,
Conn.

Patented
1914

MONTH by MONTH

The growth of the Boston Book Co.'s business has
been neither hectic, spotty nor other than steady
and consistent. When one stops to consider the
reason, namely, that Boston albums are handled by
successful merchants, who appreciate the fact that
satisfied customers mean increased business, there is
no room left for discussion.

Since their introduction in 1914, Boston Albums,
as the trade well knows, have set the pace, for others
to follow. The wise dealer takes cognizance of this
fact and his business grows accordingly.

Because of their wooden backs and interchange-
able leaves, Boston Albums are Business Builders.
Have you sent for a sample of the latest Bostonian?

BOSTON BOOK COMPANY

501-509 PLYMOUTH COURT CHICAGO, ILL.

July 15, 1922

THE TALKING MACHINE WORLD

ATTRACTIVE INTERIOR ARRANGEMENT RECORD TRADE WITH THE INDIANS INGLEWOOD MUSIC CO. OPENS STORE

New Grafonola Shop in Coast City Under Man-
agement of Carroll Scroggs

Jones Store Co., of Kansas City, Designs Un-
usually Practical Arrangement of Service
Counters and Demonstration Booths

How J. F. Neece, Jr., Has Established a Demand
Basis of Twelve Records Per Order in Okla-
homa Territory — Doing Big Victor Trade

Kansas City, Kan., July 3. — The Jones Store
Co., of this city, now has one of the most attrac-
tive and convenient talking machine departments
in this part of the country. It is in striking con-
trast to what the department was the first of
the year when C. R. Lee, the present man-
ager, took hold of it. The principal change has
been in arranging the booths around the space,

View of Jones Store Co. Warerooms

and in the center of the space, building in the
counters and record files.

These counters are in easy reach of all the
booths and have openings so the clerks can get
in and out readily to serve the customers. In
the racks there are spaces for 12,500 records and
they are well filled up at this time. When Mr.
Lee took up the work the stock of records con-
sisted mostly of the current month's supply,
but since then he has filled up his files, and now
claims to have every record the Victor Co. puts
out that he can get from his jobber. In addition
to this he has on hand something over 1,500 Co-
lumbia records.

The department is now well supplied with Vic-
tor, Columbia and Sonora models and the case
for parts and needles is well stocked up. In
fact, the management of the Jones Store Co. has
given Mr. Lee a free hand in building up the de-
partment, and he has used his opportunity to the
limit. Mr. Lee is assisted by Mrs. Marie Walker,
formerly of the Park Music Co., of Hannibal,
Mo., and Miss Vera Kelly, until recently with
the Peck Dry Goods Co., of this city. The talk-
ing machine department is situated just off the
woman's rest room and furnishes concerts for
the people who gather there. One of the fea-
tures of the Jones stores are their very complete
mailing lists, which are used to push the talking
machine business, as well as other departments.
This department of the work is under the direc-
tion of a former employe of the post office and
he is wonderfully efficient. He now has a list
of 6,800 talking machine owners and 60,000
names.

GOOSMAN CO. BUYS STARR STORE

Starr Piano Co. Closes Out Toledo Branch in
Line With New Policy — Goosman Piano Co.
Secures Local Agency for Starr Line

Toledo, O., July 1. — The Goosman Piano Co.,
314 Jefferson avenue, this city, has purchased the
entire stock of pianos, player-pianos, talking
machines, etc., of the local branch of the Starr
Piano Co., of Richmond, Ind. The Starr branch
has been located at 318 Jefferson avenue for
twenty years.

The closing out of the local Starr store is in
line with the policy of the company of establish-
ing agencies where the concern does not have
proper representation and of closing out stores
where the agency can be placed with reliable and
aggressive concerns, according to R. E. Taylor,
district manager of the Starr Piano Co.

The Goosman Piano Co. has been established
since 1912 and was but recently granted a charter
of incorporation. At a meeting of the stockhold-
ers of the company it was decided to increase the
stock to $100,000, the additional capital being
necessary to finance the combined stores operated
by the company.

Okmulgee, Okla., July 8. — James F. Neece, Jr.,
has established a remarkable record for selling
records to the Indian residents in this section
of the country. He is known to them under vari-
ous familiar titles or cognomens and has estab-
lished a demand on the basis of not less than
twelve records per order. In other words, his
Indian customers have been educated to buying
in dozen lots, the same as in buying razor blades,
etc. Mr. Neece is manager of the Carney-Neece
Music Shops, which operate in both Okmulgee
and Henryetta, Okla. This concern is doing a $5
per capita Victor business in the territory it
serves, principally through new applications of
proved selling ideas.

Inglewood, Cal., July 3. — The Inglewood Music
Co., a new concern, recently opened an attrac-
tive store in which the Columbia line of machines
and records is featured exclusively. The store
has been handsomely fitted up with the most
modern fixtures obtainable and an aggressive
campaign in the interest of the Columbia Grafo-
nola is under way. In addition to machines and
records pianos are handled. The establishment
is under the management of Carroll Scroggs, who
has had a wide experience in the talking ma-
chine field and is well known to the trade in this
section of the country.

If you have a job to do attend to it promptly
and make a good job of it or let someone else
attend to it who knows how.

REGULAR VICTOR DIVIDEND

The Victor Talking Machine Co., of Camden,
N. J., has declared the usual quarterly dividend
of $10 per share on common stock, payable July
15, to stock of record June 30.

HARPONOLA

The Phonograph with the "Golden Voice"

Announcing

A Superb New Line
of Models

Words fail in describing the new HARPONOLA
models, just produced.

The beauty of this line, together with our price quota-
tions, constitute a combination that is simply unbeat-
able.

Information will be ready for dealers and jobbers by
the time this announcement appears.

Write or wire for the Harponola Proposition at once,
it's a profit-maker that you can't afford to overlook.

THE HARPONOLA COMPANY

101 MERCELINA PARK
CELINA, OHIO

Edmund Brandts, President

THE TALKING MACHINE WORLD

July 15. 1922

The Totem—

Likeness of a bird or beast
used by Indians as a symbol
for family or clan . . . .

HP HE Indian Chief displays in the most
-■- prominent place before his house, a sign
by which he is proud to be known — his
Totem. In the Indian picture language it
gives the history of his family, and represents
the great achievements of his clan.

Victor dealers have a Totem. It means no
less to them than does the Indian chief 's totem.
The Victor dog, listening at the horn, tells in
civilized picture language a more wonderful
story than ever an Indian totem could hope to
tell. It tells of a line of merchandise that, for
a generation, has unfailingly demonstrated its
quality, its dependability and its beauty in
every corner of the earth. In every clime, and
by every race the unimpeachable sincerity of
Victor products is recognized, and the symbol
is that modernized totem — the Victor Dog.

The right to use it is surely something to be
highly treasured. Victor dealers should re-
spect the Victor Totem and be ready to defend
it against unfair competition.

The name Blackman is our Totem reflect-
ing in Service all that the Victor Totem does
in manufacture.

Talking Machine Co.
28-30 W. 23™ ST. New York NY.

VICTOR WHOLESALE DISTRIBUTORS

.Illy 15. 1922

THE TALKING MACHINE WORLD

gniiwiiiiiiiiipip

I A Thorough Knowledge of Operating Costs I

1 Reduces Danger of Undercharging By Thornton Hall

=7 i . ! : '.I ' i .■ I I , .: I i , , !i; i 1 1 -i. 1 1 1 1 , ' ill,.1, i , ■ 1 1 , : ; I . I i ' 1 1

About a year ago there was a small musical
instrument store in a busy section of upper New
York. This store was notable for the almost con-
stant stream of customers who daily entered the
establishment and who purchased liberally. It
was located in one of New York's uptown shop-
ping streets which has many talking machine,
piano and musical instrument stores, but this little
shop seemed to do a business that was decidedly
more than its share.

The reason for its phenomenal sales record was
its low-price policy. Merchandise was offered at
figures drastically below the ordinary level in
force in the neighboring shops. It was the price
concessions that drew the customers into the
store. Business was apparently unusually good.
It was so good, in fact, that the sales manager
of one of the companies whose product was han-
dled by the dealer paid him a visit one day to
find out how he was doing it. He spent a day
in the store, observing the sales activities of the
clerks and noticing how business was done. He
plied the proprietor with a number of important
questions.

"Just as I expected," was the sales manager's
report upon returning to the office. "Although he
does not know it, he is losing money on every
sale he makes. He keeps no record of costs
and has no idea of how much it is costing him to
do business. I predict that in a year's time he
will be out of business."

He was right, except that the dealer is still
doing business. He is doing it on a different
basis, however, and while the bargain-hunting
crowd is no longer storming his doors he is
doing a tidy little business at legitimate, profit-
allowing prices.

Just as the sales manager predicted, there even-
tually came a time when this dealer found that he
could not keep on eating his cake and having it,
too. He came to the manufacturer and asked to
have an extra extension of credit. The reply was
that credit would be extended only upon the abso-
lute acceptance of very stringent conditions. The
panicky dealer would have accepted any condi-
tions, so with the credit terms went one of the
company's accountants, who introduced into the

lllHill

TheDealerWhoKeeps (
a Record of the Cost J
of Doing Business In- ■
creases His Chances U
of Maying a Success H

establishment a rigid system of cost finding.
Every little item in the cost of retailing musi-
cal instruments was included and the merchant
began to learn how he had been losing money
while his sales were so great.

Gradually he began to realize what a fool he
had been and with this humiliating realization
came a determination to prove that he could make
good on a new basis. This new basis was the

III

modern method of storekeeping. His new selling
prices were to be arrived at by adding to the cost
of the merchandise the exact (no guesswork) cost
of selling it and a fair profit. The important
points in the system he is now using successfully
are well worth the consideration of other dealers.

The first item he keeps a record of is the ex-
pense of buying. All of the buying is done by
himself and one of his more reliable clerks.
He is able to estimate fairly accurately the
amount of time spent by each in the duties of
buying merchandise, and a proportionate amount
of the salaries is allotted to this expense. Under
this head he places all time consumed in exam-
ining stock, making stock records, ordering
goods, inspecting salesmen's samples, interview-
ing salesmen and making buying trips'. Traveling
expenses in quest of merchandise, of course, are
included.

Then there is the item of selling expense, and a
large item it is. First, under this head come
salaries and wages of the members of the sales
force. All of the time devoted by buyers or the
proprietor or any other member of the organiza-
tion to selling effort should be included in this
item and properly charged to selling expense.
Whatever method is used in paying sales em-
ployes it must all be figured in. Premiums or
prizes of any sort, commissions on volume oi
sales or bonuses must be added to the salaries
or wages and applied to the expense of selling the
merchandise.

Then there is the matter of advertising, the
cost of which is quite properly a selling expense,
and must be so reckoned. According to modern
standards of musical instrument merchandising
(Continued on page 22)

Improve Your Service

AND

Increase Your Sales

By Equipping With

The OGDEN "UNIT"
or Sectional System

which has been used by thousands of dealers
for the past six years and "Sold" to all on our
UNCONDITIONAL GUARANTEE OF
SATISFACTION, QUALITY AND
PRICE.

■ttt inches ^^—rttoefces

Tbp Section

300 -10 inch \_
Record Section I S

300-10incD
( Record Section/

300-10 inch
Record Section I 5>

L Record Section |

300-10orl2incH f?
Record Section] §.

Sanitary Drawer Base

Model No. 1 and No. 31 Sectional Cabinet

FILES YOUR RECORDS so you can find
them for QUICK SALE and SERVICE.
Fits any space and Stock.
Visible Tab Indexes locate every Record
Instantly. $14.00 per 1,000.

ORDER PORTABLE VICTROLAS NOW

and be ready to "Tie Up" with National Advertising and "Cash In" this
opportunity for an extra profit by Selling

OGDEN STAND YOU-NITS

For the Portable Victrola No. 50, Also No. IV and No. VI

Don't wait but be ready and go after the Summer
Business with a VICTROLA-STAND OUTFIT for
Sea Shore or Camp, — Town and Country, with Music
for every Occasion.

Order a Stand for every Portable Victrola (to
Match) and we will Guarantee the Sale if only
Displayed and Advertised.

Positively Rigid and Strong

Matches the Victrola in Material, Finish and De-
sign. If your Jobber does not have Stock order
direct and we will deliver them FREE.

Improved Model No. 50a is a dandy.

Delivered $7.00 each

Write for New Catalogue and Cuts free.

OGDEN SECTIONAL CABINET CO., Inc.

LYNCHBURG, VA.

Weight, each, 10 lbs.
Packed in a Poi'table Carry-
ing Case.

^>2i£ stand K0

MADE PORTABLE
' IN 5MINUTES-AND
RECORD CARRIER.

Six Pieces
Assembled or
"Packed Down"
as a Record
Carrier in
Five Minutes

THE TALKING MACHINE WORLD

July 15, 1922

KNOWLEDGE OF OPERATING COSTS

(Continued from page 21)

advertising expense is considerable. The pre-sale
cost of advertising, however, is not so very large,
for a large advertising expenditure means a rapid
turnover. In the cost of advertising should be
included all money spent for newspaper and
periodical advertising, circulars and letters for
sales promotion, billboards and electric signs,
theatre and other local entertainment programs,
gifts, premiums, trading stamps, coupons, etc.

There are a number of miscellaneous items hard
tc classify that should be charged to selling ex-
pense if the dealer is to keep an accurate cost
record that will enable him to fix his prices prop-
erly. Such things as wrapping paper and twine
must not be forgotten. Many times goods come
back for alterations and repairs without charge.
These alterations and repairs must be paid for by
the store and are a proper part of sales expense.
Also there often will be returned articles which
entail a certain amount of expense and loss — a
natural part of selling expense.

All of these various selling expenses must be
carefully recorded if you would run your store
on a systematic basis and keep any sort of in-
telligent tabs on your business. They must all be
lumped each month and a pro rata allotment
made to each machine and article of merchandise
that you carry.

Besides buying and selling expense, most deal-
ers also have the item of delivery expense. This
includes the wages of such of your help engaged
in delivery work for the actual time devoted to
this part of the business, stable or garage ex-
penses, by which it is meant to include the cost
of operating the truck in delivery of merchandise.
Whenever a dealer uses his own car in deliv-
ering merchandise he should not fail to estimate
the operating and depreciation costs incurred dur-
ing the time spent in delivery and charge these
costs to this item. Express, mail and freight
shipments must be listed under this head, as well
as miscellaneous expenses that every dealer
knows will occur from time to time.

Then there are certain expenses in the oper-
ation of any retail store that properly come under

WIDENER (TV. Y.) Sells 1,003 GRANBYS

GRANBY EDITORIAL LETTER
Number Four

From Granby Phonograph Corporation, Newport New«, Va.

uIn a period of one year, beginning the last half of 1921 and
continuing up to this day (May 25, 1922) we have sold exactly
one thousand and three (1003) Granby Phonographs." This is the
statement made on May 25 by Mr. Speare, Manager of Widener's,
4 West 37th Street, New York.

When asked to explain his selling methods, Mr. Speare replied:

"We push the Granby because we are in business to make BIG PROFITS
right NOW. We push the Granby because it also builds for us bigger
FUTURE PROFITS.

"For instance : The Granby owner grows used to the beauties of the full
round tone. When she (or he) hears a different machine, with a less
resonant tone, the boosting begins. She tells the owner of the other machine
how much nicer her own is — and tells it enthusiastically, because she has
noticed the decided difference in the roundness of the tone, and that makes
her realize just WHY she likes her Granby better. This starts her talking.

"I don't mean to say that Granby owners go around talking all day long about their machines,"
Mr. Speare continued, "That wouldn't be true.

"But the fact is, WHEN THE SUBJECT COMES UP a
Granby owner is right Johnny-on-the-spot to tell how different
the tone really is! 'As Mellow as Southern Moonlight' is
how they say it in the ads.

"Another odd thing I discovered is that the old owner is a better
word-of-mouth advertiser than the new owner. The old
owner has heard the Granby more often, and therefore has a
BETTER MEMORY of the individualities of the tone— and
so when she hears another machine, she UNDERSTANDS
WHY she likes her own machine better. That is why she
boosts.

"We sold 1,003 Granby Phonographs in our first year, just
ended. We reached this figure not alone because we ourselves
made more money on each machine sold and therefore
PUSHED IT, but also because we had first 100, then 200, then
400, then 700, and now 1,003 boosting owners doing WORD-
OF-MOUTH ADVERTISING in New York for the Granby."

The Granby proposition is a very liberal one, with BIG

PROFITS, and terms that we shall be glad to give you when Granby No. 13, $135

you write for them. Write now, and say, "Explain, please, „

the big profits and liberal terms offered by the Granby Especially popular,

Corporation." says Mr. Speare

Granby Phonograph Corporation

Capital, $2,500,000.00

Offices and Factory
Newport News, Virginia

the head of management expenses. This will in-
clude such effort as hiring and training employes,
supervising their work in the store and other
managerial duties. Such portion of the time of
the proprietor or manager as is spent in these
duties should be recorded as management ex-
penses.

Office expenses are fixed and include the sal-
aries of bookkeepers and stenographers, or the
salaries of other clerks for that portion of their
time that they may spend in these duties. They
include also the salaries and wages of cashiers,
inspectors and office messengers. The cost of
office supplies comes under this head, including
stationery, printing, postage, account books, etc.

There are certain definite fixed charges that
should be grouped together. Rent must be
charged, whether the dealer owns his own store
or not. This seems quite obvious, but it is
surprising to discover how many dealers are
placing false profits on their books because they
omit to allow for rent on buildings that they own
themselves. Rent includes both the store prem-
ises and storage warehouse. This group of
charges includes heat, light, power and insurance,
fire, burglary, fidelity, plate-glass, employer's lia-
bility, elevator accident, sprinkler system water
damage, warehouse, merchandise en route, life
insurance payable to firm. Another important
item is that of taxes on the property, stock and
store equipment.

A charge must be estimated for the cost of up-
keep and depreciation, both of store and of
stock. This will include repairs and renewals
of equipment and depreciation of equipment and
merchandise stock.

In concluding a list of charges that must be
made in accurately recording the expenses of
operating a musical instrument store mention
must be made of a few miscellaneous expenses
that are bound to be incurred. The individual
merchant will best know what these charges are
likely to be in his particular store. They will
probably include telephone and telegraph service,
water and ice, care of the store, including jani-
tor's service, cleaning, tips, etc.

The above review of store-operating costs
shows a great many items that are very often
neglected by dealers in estimating their ex-
penses. Too many retail failures are due to in-
efficient cost keeping. False profits very often
give a false sense of security and lead to the
practice of pricing merchandise on a basis that
allows an insufficient profit. The writer suggests
that those dealers who maintain an accurate
cost system go over this system with the various
points made in this article. For those dealers
who employ the hit-or-miss system of estimat-
ing operating costs the points made in this article
will serve as the basis for installing a very good,
workable system.

MALCOLM MUSIC HOUSE OPENED

Flint, Mich., July 4. — The Malcolm Music House,
which for the past six years had been located at
1 13 East Kearsley street, this city, is now located
in attractively arranged new quarters on West
Kearsley and Buckingham streets. The third
floor of the establishment has been turned over to
the display of talking machines. Modern equip-
ment has been installed, including sound-proof
demonstration booths, record racks and service
counters.

CANARY MASTERS JAZZ MUSIC

Peggy, a canary belonging to Mrs. G. R. Farley,
of Seattle, has mastered jazz. This high-bred
bird of the German roller variety for years has
discoursed the best quality of bird music, but
the advent of some jazz whistled records into
the home turned the classically educated brain
into a syncopated one.

Now every day Peggy nearly drives her dainty
mistress frantic by such tunes and antics.

In addition to imitating the syncopation of the
latest productions, Peggy has a habit of joy-
fully dancing a rhythm, hopping up and down on
her swinging perch, or leaping to the floor of
the cage and back to the swing.

July 15, 1922

THE TALKING MACHINE WORLD

FLETCHER UNIVERSAL
TONE ARM and REPRODUCER

Gives Proper Playing Weights for All Records. No Adjustment Screws or Springs
SAMPLES $8.00 Specify 8Kn or 9lAn arm

FLETCHER -WICKES CO., 6 East Lake Street, Chicago, Illinois

THE McLAGAN PHONOGRAPH CORPORATION. LIMITED. STRATFORD. ONTARIO. EXCLUSIVE CANADIAN AGENTS

^ONE ARMS

Reproducer
and Connection

for

Dealers, Send for
Prices and Terms

NEW EDISON

Plays all Records

FLETCHER- WICKES CO.

6 East Lake St., Chicago, III.

THE McLAGAN PHONOGRAPH CORPORATION. LIMITED. STRATFORD. ONTARIO. EXCLUSIVE CANADIAN AGENTS

SOMETHING ENTIRELY NEW IN TONE ARMS

THE FLETCHER "STRAIGHT"

STRAIGHT INSIDE— Taper Outside
BALL BEARINGS THROUGHOUT

NEW DESIGN NEW CONSTRUCTION

Yes, it is universal and equipped with the Regular Fletcher
Reproducer, giving the same natural tone quality as heretofore

Made in two lengths, 8'A* and SEND FOR PRICES AND TERMS

FLETCHER- WICKES COMPANY

6 EAST LAKE ST.

CHICAGO

THE McLAGAN PHONOGRAPH CORPORATION. LIMITED, STRATFORD. ONTARIO, EXCLUSIVE CANADIAN AGENTS

THE TALKING MACHINE WORLD

July 15, 1922

Determining Realized and Unrealized Prof- 1

lt<5 OTl TnStfllmPnf SfllfS " " " " By M. L. Seidman, C. P. A. I

* l~ V/ll XlUJLWllllVlll, k_y til of Seidman & Seidman. Certified Public Accountants

The method of determining income cn instalment sales is
the most perplexing problem with which instalment dealers
have to contend when preparing income tax returns or com-
puting profits. Mr. Seidman points out in a simple, yet
precise manner, by means of practical illustrations, just how
readers may take fullest advantage of the rulings of the
Revenue Department in keeping their books. — Editor.

The Internal Revenue Department has raised
a question in a number of instances as to the
accuracy with which instalment dealers deter-
mine realized and unrealized profit on instalment
sales. In a number of cases the Treasury De-
partment has thrown out entirely the right of
instalment sales dealers to report their profits
on the basis of cash collected from instalments
instead of the full sales price, because these
dealers could not definitely establish the exact
facts in connection with when the profits were
finally realized.

The question the Internal Revenue Depart-
ment raised rests upon the proper method of
determining what year's unrealized profit re-
serve is affected when cash is collected on ac-
count of an instalment contract. The usual
practice of instalment dealers is to set up a
reserve for unrealized profit on account of un-
collected instalment sales measured by the un-
collected gross profit on such sales. For different
years this unrealized profit might be a consider-
ably different percentage. The following is a
typical example:

Sales

tiost of Sales

1918
.100%
. 70%

. 30%

1919
100%
50%

50%

Gross profits to be realized . .

In setting up the reserve for unrealized profit
for the various years in question an instalment
dealer should include all sales made for which
cash has not been collected. For the year 1918,
the above case, for instance, this reserve would
be thirty per cent of the sales price of uncol-
lected instalment contracts entered into during
1918. In 1919 he would set up fifty per cent,
etc.

The trouble has been that when cash is finally
collected on the instalment sales for these various
years dealers have not tried to determine what
year the cash collection applied to, but usually
computed the realized profit on such cash col-
lection on the current year's gross profit per-
centage. It is to this method that the Internal
Revenue Department objects.

A number of ways have been suggested to de-
termine the year against which casli receipts
apply. Most of them, however, are very cumber-
some and impractical of operation. For instance,
a number of instalment houses are attempting
to designate each check as it comes in with the
year against which it applies. It is apparent

lilllllllllllllll ll!lllllllllll!!lll!lllllllll!IIIHI!llllllllll!l:iiii!!
what an enormous, job this is where a large
number of customers are on the books and how
expensive and impractical this method is in get-
ting at the facts.

It will be noted that in order to properly ascer-
tain the annual profits when a dealer keeps his
accounts on an instalment basis for income tax
purposes it is necessary to know the following:

1 — The amount of instalment sales made dur-
ing a given year.

2 — The amount of cash collected during a
given year and the year or years to which the
cash collections apply.

3 — The determination of gross profits to be
realized on the instalment sales made during a
given year and the amount of such sales uncol-
lected at the end of the year.

The following method is submitted as one that
will meet the requirements of the Internal Rev-
enue Department and gives the above information
in practical and acceptable form:

It should be noted that permission to report
on an instalment sales basis was not granted
until a comparatively recent date. Very few in-
stalment dealers therefore reported on the un-
realized profit basis until the year 1918. In this
respect, the department has ruled that where a
dealer has previously been reporting his sales
in full in the determination of taxable profits such
taxpayer when changing to an instalment sales
basis does not have to report the cash collec-
tions received on account of sales of prior years
in arriving at his taxable income. The reason
for this is obvious. The reporting of a sale as.
realized profit has resulted in paying the tax at
that time and therefore to take the cash collec-
tion on, sucb sales in again as profit to be ac-
counted for would make a duplication in taxa-
tion.

Assuming, therefore, that an instalment dealer
begins reporting on a "cash" or "unrealized
profit" basis beginning with the year 1918. As of
January 1, 1918, therefore, all instalment accounts
receivable represent items upon which the tax has
already been paid. All such accounts collected
subsequent to January 1. 1918. should therefore
not be included in the tax calculation for such
subsequent year.

of Seidman & Seidman, Certified Public Accountants

llllllllllllllllllllllllllllllllillllllllllllllllllllllllllll

For example, assume that X Furniture Co. had
outstanding on instalment accounts as of Jan.
1, 1918 ...$180,000.00

That during the year 1918 it sold on instalment
contracts, which included sales both to cus-
tomers that had balances on the books as of
Jan. 1, 1918, as well as to new customers
opened during the year 1918 ._ 300,000.00

That during the year 1918 cash or its equivalent
was received from the old customers on their
old accounts and on their new purchases for
1918 as well as from the new customers for
sales during 1918. The total amount for all
being $230,000.00

At the end of the year, therefore, there was a
balance outstanding for instalment contracts in
the amount of $250,000, made up as follows:

Instalment accounts receivable Jan.

1, 1918 ' $180,000.00

Instalment sales, 1919 $300,000.00

Instalment cash collected, 1918. .. .$230,000.00

Instalment accounts receivable Jan.

1, 1919 $250,000.00

It is apparent that the outstanding accounts
receivable as of January 1, 1919, are made up of
two classes, as follows:

1 — Accounts outstanding as of January 1, 1918,
which are still outstanding on January 1, 1919, but
which balance has been either increased or de-
creased during the year 1918 by purchases and
payments.

2 — Accounts newly acquired during the year
1918 resulting in a balance at the end of the
year 1918 for transactions which occurred
wholly during the year 1918.

The problem confronting us is to determine
how much in dollars and cents of' the instalment
accounts receivable that were outstanding Janu-
ary 1, 1918, wer£ still outstanding on January 1,
1919. If we determine that factor we can then tell
what portion of our collections or other receipts
for the year 1918 went to pay the balance out-
standing as of January 1, 1918. In that way we
can determine how much of the collections apply
to sales prior to 1918 and how much to 1918.

To arrive at these figures the following method
is suggested:

When taking a trial balance of the instalment
accounts receivable ledger as of January 1, 1919,
instead of showing only the balance of each ac-
count, it is shown in five columns, as indicated in
Tabulation No. 1, at bottom of this page.

It will be noted from this tabulation that we
have the following information:

(Continued on page 26)

Balance

Account
John Smith
Jas. Brown
Henry Tames
Tom Whitson
Wm. Roe
John Kelly .
Alfred Ames
L. Harding

Total

Tan. 1, 1918

$ 200.00

Dr.

300.00

$ loo.oo

100.00

• 75.00

200.00

250:00

200.00

500.00

300.00

400.00

500.00

$180,000.00
Balance

$300,000.00

Tabulation No. 1
1918

Cr.

250.00
200.00
200.00
100.00
125.00
100.00
400.00
900.00

Balance Jan. 1,

1917

Accounts

100.00
1*75.66

Yo'o.66

1919

1918

Accounts
$ 50.00
100.00
100.00
225.00
200.00
200.00

$230,000.00

70,000.00

$180,000.00

New Model "E"

The General Phonograph Mfg. Go.

Model "E"

TABLE PHONOGRAPH

The Greatest Value on the Market

IMMEDIATE DELIVERIES IN ANY QUANTITY

Plays All Makes of Records

Superior Tone Quality

Write for our Proposition

The General Phonograph Mfg. Co.

ELYRIA, OHIO

July 15, 1922

THE TALKING MACHINE WORLD

y I

It's A Marvel

The only portable on the market equipped
with a wooden tone arm, the recognized
acme of perfection in tone production.
Standard double spring Heineman No. 36
motor, high-grade sound box and speed
regulator. Needle containers at right of
turntable.

Compact, attractive and absolutely fool-
proof. No clamps, hinges or push buttons
to get out of order. Furnished in hand-
some black case and equipped with record
album.

The lightest portable ever manufac-

tured; a real portable.

Weight— 1 5^ lbs.

Phantom View — s howing
each part in place ready for
carrying

List price of the SWAN-
SON $40. Unusually
liberal discounts to live
jobbers and dealers. Write
our nearest sales office for
details.

Weight complete, 15^ lbs.
Dimensions, 11J4"x13"x7J<£"

We have an exceptionally
attractive sales proposition
for successful established
jobbing houses. Wire our
nearest office today. Terri-
tory now being allotted.

Swanson Sales Company

1133 Broadway
New York, N.Y.

R. W. MOON, General Manager

308 West Ontario Street
Chicago, III.

536 Merchants Nat'l Bank Bldg.
Los Angeles, Cal.

THE TALKING MACHINE WORLD

July 15, 1922

DETERMINING REALIZED AND UNREALIZED PROFITS ON INSTALMENT SALES— (Continued from page 24)

1 — The balance of each account outstanding
on January 1, 1918.

2 — The debits or purchases made during the
year 1918.

3 — The credits or cash receipts from each
customer during the year 1918.

4 — The balance outstanding on each custom-
er's account for purchases made up to January
1, 1919, and still unpaid for, showing the amount
unpaid on account of the current year's pur-
chase and the amount applicable to prior years.

In arriving at our balance applicable to each
year we assign the credits on payments during
a given year as applying to the last balance until
such balance is wiped out rather than applying
any of it to the current year's purchases. This is
in accordance with the ruling of the Internal
Revenue Department, which reads as follows:

"In case of continuous accounts covering sales
of personal property, the income from which is
reported on the instalment plan as provided in
T. D. 3082 (C. B. 3, p. 107), the cash payments
received should be allocated in accordance with
the generally recognized principle of law gov-
erning such cases — that is, that failing applica-
tion by the vendee, the cash payments should be
applied to the earliest items of the account."

Thus applying this fundamental ruling to the
above facts, we can arrive it the collections for
the year 1918 made on account of sales prior to
1918 as follows:

Instalment accounts receivable outstanding as of
Jan. 1, 1919 $180,000.00

Instalment accounts receivable outstanding Jan.
1, 1919, which were outstanding on Jan. 1,
1918 70,000.00

Difference representing cash collections on ac-
count of Jan. 1, 1918, balance $110,000.00

Thus we know that in the total cash collections
or other credits of $230,000 from instalment ac-
counts receivable for the year 1918, $110,000 was
collected on account of purchases made prior to
January 1, 1918, and $120,000 on account of pur-
chases made during the year 1918. With that
information we can calculate our realized profits
on the sales for the year 1918 and eliminate
from our calculation as untaxable the cash col-
lected during the year 1918 on account of prior
years as follows:

Instalment sales, 1919 $300,000.00

Collected portion 120,000.00

Uncollected portion $180,000 00

Gross profit to be realized 30%

Reserve for unrealized profit for the year 1918..$ 54,000.00
Portion sales 1918 realized in profits — 30% of

$120,000.00 $ 36,000. 00

It will be noted that we have automatically by

Tabulation No. 2

Account
John Smith
James Brown
Henry James
Tom Whitson
William Roe
John Kelly .
Alfred Ames .
L. Harding . .

Balance Jan. 1, 1919

1917

1918

1919

Accts

Ac ots

Dr.

Cr.

$ 50.00 $

75.00

$ 50.00

100.00

50.00

150.00

100.00

80.00

125.00

225.00

50.00

175.00

200.00

50.00

100.00

200.00

150.00

100.00

200.00

100.00

10.00

1917

Accts

Balance Jan. 1,
1918
Accts.

75.00

$ 50.00

1920
1919
Accts.
$ 75.00
50.00
55.00

100.00

200.00 50.00

50.00

100.00

90.00

Total $70,000.00 $180,000,00 $250,000.00 $260,000.00 $23,000.00 $85,000.00 $132,000.00

the distribution during the year 1918 of cash and
other receipts divided as between the portion ap-
plicable to the current and previous years.

It will be noted from the above that our in-
stalment ledger trial balance as of January 1, 1919,
shows the balance of each outstanding account
divided as to whether that balance is applicable
to the period ending January 1, 1918, or January
1, 1919. In other words, we know that of the
$250,000 of account outstanding as of Januar}' 1,
1919, $70,000 is outstanding on account of sales
prior to January 1, 1918, and $180,000 on account
of sales made during the year 1918.

In order to show the workings of this method
for subsequent years we will assume the fol-
lowing:

The X Furniture Co. made instalment sales

during the year 1919 of $250,000.00

That it made collections on instalment accounts

of $260,000.00

And therefore had a balance of instalment ac-
counts receivable as of Jan. 1, 1920, of $240,000.00

($250,000.00 outstanding Jan. 1, 1919, plus sales
less collections.)

That the gross profit to be relied on the instal-
ment contracts on account of sales for the
year 1919 is 50%

We proceed by taking off our instalment con-
tract trial balance in the same manner as illus-
trated previously except that our opening bal-
ance will be carried forward in two columns
showing the 1918 and 1919 balance separately,
then showing the debits and credits for the year
and the balance outstanding on January 1, 1920,
dividing this balance between January 1, 1918,
and January 1, 1919, and January I, 1920, ac-
counts. Tabulation No. 2, at top of page, brings
out these points.

. The distribution of the $240,000 accounts re-
ceivable as of January 1, 1920, is therefore as fol-
lows:

Outstanding since Jan. 1, 1918 $ 23,000.00

As of Jan. 1, 1919 85,000.00

Outstanding as of Jan. 1, 1920... 132,000.00

Total $240,000.00

From these figures we arrive at the distribu-
a simple analysis of the trial balance arrived at tion of the collections for the year, as follows:

Accounts receivable outstanding Jan.

1, 1919, account of sales previous

to 1918 $ 70,000.00

Accounts receivable outstanding Tan.

1, 1920, applicable Jan. 1, 1918. . 23,000.00
Difference representing cash receipts

on account of sales prior to Jan.

1, 1918 $ 47,000.00

Outstanding accounts receivable Tan.
1, 1919, on account of 1918
sales 180,000.00

Outstanding accounts receivable Jan.
1, 1920, on account of Jan. 1,
1919, balance 85,000.00

Difference representing cash collec-
tions on account of 1918 sales.. 95,000.00

Instalment sales of 1920 250,000.00

Outstanding accounts receivable as
of Jan. 1, 1920, on account of
such sales 132,000.00

Difference representing cash col-
lections on account of 1919 sales 118,000.00

Total collections, 1919.

. $260,000.00

We can now determine our gross profit for
tax purposes from the above figures as follows:

Gross profit realized on account of collec-
tions applicable to period prior to Jan. 1,
1918, on $47,000.00 cash collections None

Gross profit realized on account of 1918 col-
lections, 30% of $95,000.00 (reserve for un-
realized profit rate set up in 1918) $ 28,500.00

Gross profit realized on 1919 collections, 50%

on $118,000.00 57,000.00

Total gross profit for taxable purposes $ 85.500.00

The above method can be continued from year
to year in the same way as illustrated above,
keeping account of the balance outstanding as at
the beginning of each year distributed into vari-
ous years to which the balances are applicable.

The question might be raised as to the effect
of the method outlined above of "reverts" and
other similar credits that might be made to in-
stalment contract accounts, other than cash re-
ceipts. Ordinarily reverts or other credits to
customer's accounts, other than cash, have the
same effect upon a customer's account as the
cash payment and can be treated accordingly.
Where in extraordinary transactions they do not
have the same effect, they can be taken care of
through separate journal entries in such a way
as to have the equivalent cash effect on the cus-
tomer's account.

PLAN WISCONSIN ASSOCIATION

I'/ '•

A. BRUNS & SONS
50 RALPH AVE.
BROOKLYN
N. Y.

iifi

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DELIVERY COVERS

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Upright, Console or Period type ma-
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the radio cabinets.

PORTABLE TALKING MACHINE
COVERS

We are making a line of covers for .
portable cabinets in various shapes and
sizes — this type machine really needs
a serviceable carrying cover.

MADERITE DUST COVERS

Made of durable fleece lined rubber-
ized material — just the thing for the
Spring season.

A. BRUNS & SONS

50 Ralph Ave., Brooklyn, N. Y.

Manufacturers of Everything Made of Canvas

Victor Dealers of Eastern Part of State Meet
and Take Preliminary Steps Toward the For-
mation of an Association

Fond du Lac, Wis., July 1. — At a recent meeting
of Victor dealers from the eastern part of the
State at the Hotel Appleton here the. first steps
toward the formation of an association were
considered. Further plans for the formation of
the organization, which has for its object the
general promotion of the Victor business, are
under way.

During the meeting here L. C. Parker, of the
Badger Music Shop, Victor dealer of this city
and Milwaukee, described in an interesting man-
ner the good work accomplished by the Milwau-
kee Dealers' Association, and H. A. Goldsmith
and O. Schopen, representing the Badger Talk-
ing Machine Co., of Milwaukee, discussed the
success of similar associations throughout the
State.

Among those who attended the meeting were:

D. M. Groniz, Green Bay; T. R. Bowring. De-
Pere; H. G. Brauer and Otto Look, Kaukauna;
Ray Peters, Neenah; Ralph Wilson, Oskosh;
James Sandee and W. J. Augustin, this city;
Henry Clusen, Manitowoc; Harry Stoffels and

E. J. Carroll, of Appleton.

Isn't it funny how many salesmen there are
who call other people stubborn for possessing
a certain quality which in themselves they call
firmness? Tolerance of the other fellow's ideas
i§ worth cultivating.

July 15, 1922

THE TALKING MACHINE WORLD

Four-Minute Conference on Business Topics

No. 3 — Your Losses — Their Prevention

[This is the third of a series of four-minute conferences
on topics of direct interest to business men in the talking
machin« trade which have been prepared for this publication
by Lester G. Herbert.— Editor.]

Loose collection methods cause much business
embarrassment.

Money talks, and the business man who is up
to date will bring his affairs to as nearly a cash
basis as possible in order to prevent leaks and
to insure his own ability to discount his bills.
Banks are now using extra precautions in mak-
ing loans in order to discourage the over-ex-
pansion of credit, for only by this means can
sound business conditions be fostered.

If you, the business man, are to pay your bills
promptly you must be careful to extend credit
only to those who are entitled to credit, and you
must inaugurate a system which will make" cour-
teous but tactful and businesslike insistence on
prompt payment.

It is exceedingly important that all invoices
and statements be made out and mailed prompt-
ly; that the printed terms upon which credit is
granted shall appear upon the letterhead; and
that delinquents will be followed up with po-
lite firmness in a letter stating that you, as a
modern business man, cannot conduct your af-
fairs in a manner to give the best of service
and rock-bottom terms without having the cash
to reinvest regularly. This will usually bring
a response in money or an explanation as to
when money may be expected.

The right sort of business men observe their
due dates and try to have the cash in their
creditors' hands on that date instead of twenty-
four or forty-eight hours late. Individuals who
pay no attention to their obligations are not en-
titled to credit concessions.

It is undesirable to offend patrons, but hav-

ing a regular system which is known as a pol-
icy of the firm a precedent is soon established
which is taken for granted. It is true that an
individual may have a good deal of property,
but if this is not in the form of cash with
which he can pay it does not avail you very
much.

Another loss comes through permitting high-
. priced and skilled men to do work which could
be handled as well by less skilled and much
cheaper labor.

In one concern the employment of a young
fellow of seventeen years of age relieved three
trained men so that they did the work previously
done by four of them. That is, the young fellow
who was paid $12 a week made it possible to dis-
pense with one who had been paid $50 a week,
thus effecting a saving of $38 a week, or $1,976 a
year.

Another case of loss is through the exces-
sive reduction of working hours and laxity about
tardiness. Employes respect their work and their
employers more when it is managed in an effi-
cient and worthy manner.

VICTOR PUZZLES FOR THE TRADE

Clever New Picture Puzzles Just Issued for Dis-
tribution by Dealers at Fairs, Celebrations,
Store Openings and Other Local Events

The Victor Talking Machine Co. has just is-
sued an attractive and interesting picture puzzle
for the use of dealers for distribution at fairs,
anniversaries, school celebrations, store open-
ings, etc. The puzzles are of the sort that should
make a general appeal both to children and
grown-ups, and when put together the various
sections make up a replica of a Victor record with
the faces of many of the noted Victor artists
thereon.

Each puzzle comes in a separate envelope upon
which there is left sufficient room for the dealer's
own imprint and they are offered to the trade at
a nominal price considerably below cost. The
puzzles were introduced at the Jobbers' con-
vention at Atlantic City recently and were
strongly endorsed.

E. E. HOHMANN COMPLETES TRIP

General Sales Manager of Modernola Co. Re-
turns From mid-West — New Portable Popular

Johnstown, Pa., July 1. — E. E. Hohmann, gen-
eral manager of sales of the Modernola Co., Inc.,
of this city, recently returned to headquarters
after completing a four weeks' trip throughout
the Middle West. Mr. Hohmann visited Chi-
cago, St. Louis, Louisville and other important
trade centers. On this trip he not only traveled
in the interest of the Modernola, but in the in-
terest of the Modernolette as well. This new
portable has already attained considerable popu-
larity throughout the trade and it is expected that
it will prove not only an exceptionally big Sum-
mer seller, but will enjoy considerable sales
throughout the year. Mr. Hohmann stated that
he did very good business on the trip and that a
number of new agencies were established for the
Modernola and its small edition, the Mod-
ernolette.

TALKING MACHINE IN AMBULANCE

Memphis Concern Adopts Innovation for Sooth-
ing Ambulance Patients

Memphis, Tenn., July 1.— Music while you suffer
is the latest refinement in ambulance service in
this city. The innovation is found in Collins-
Sturla's new ambulance, just put into service, and
which is equipped with an excellent talking ma-
chine and a large library of records ranging from
opera to "blues." While en route in the ambu-
lance the patient is allowed to select his own
music and, according to Elmo Cullen, ambulance
attendant, the "blues" are the most popular with
the sick and injured. The instrument is placed
near the pillow of the patient and the tone prop-
erly subdued through use of fiber needles.

P O R T A B L E

PAL

PHONO GRAPH

This
ia a

portable
year!

"PAL" has met with
a national response!

Dealers have been quick to recognize PAL's value!

Many orders have come to us ! Many complimentary messages have been sent
in. It seems that everybody is expressing genuine favor toward the PAL
machine !

People see that PAL is the kind of a portable they have been waiting for — in
tone quality — design — price!

They know that PAL gives full $50 worth of value. They are satisfied — in
every way!

That is why they are buying.

And that is why PAL dealers find that PAL
brings good business all around.

Order a sample — Today !

DEALERS' PRICES
WOODEN CASE . $20
COWHIDE CASE . $25

SPECIFICATIONS

Walnut or Mahogany finish or Cowhide
case; 12" wide, 18" long and 8Y2" high.
Weight, about 20 lbs. Equipped with a
high-grade motor, playing three 10" rec-
ords with one winding. Extra fine uni-
versal tone arm and soundbox playing
all types records. Special sounding board.
Equipped with a 10" record album.
Heavy nickel plated brass hardware,
strong handle for carrying purposes.

PLAZA MUSIC CO.

18 West 20th Street

New York

THE TALKING MACHINE WORLD

July 15, 192

IV Li SUPERIOR STEEL - f

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P • RfCISTERED TRADE MARK ^^^k

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175 Tin Boxes

Three Tones: Extra Loud, Loud, Medium

300 needles in each attractively decorated and colored tin box. Think of the
value of having your name go into the homes of your customers! Think of the
value of having your name seen every time a phonograph is played ! Your name
on each box of needles will be a constant advertisement for you.

Link Your Name With

Brilliantone Needles

The largest manufacturers of talking machine needles in America.

Prices and samples upon request.
Tell us to whom you desire shipment billed.

STEEL NEEDLE CO.
OF AMERICA, Inc.

BRILLIANTONE

Selling Agent for W. H. Bagshavv & Co.
Factory: Lowell, Mass.

347 FIFTH AVENUE NEW YORK

fc^ SUPERIOR STEEL &m

RRlLLiANTONF

■ REGISTERED TRADE MARK ■ 1

N E ED L E S

July 15. 1922

THE TALKING MACHINE WORLD

friend

NO. VII

Dear Bill:

At last the fine, warm Summer days are at
hand and, as usual, there are signs everywhere
which indicate that many so-called business men
have not awakened to the important fact that
opportunities for doing business during this sea-
son are just as favorable as during the Winter
months. Honestly, it gives me a pain the
way some dealers accept this as an indisputable
fact and make not the slightest effort to find
out for their own satisfaction whether people will
buy in the Summertime.

Perhaps it is natural to lie down on the job
during these enervating days, but no prosperous
business can be built up in that way. There are
many opportunities for business if the dealers
have energy enough to make a stab at getting
some of it. Certainly, sitting in the office and
telling fish stories will not achieve this highly
desirable result.

Knowing you as I do, Bill, old pal, I strongly
suspect that you are spending a great deal of
your time poring over vacation folders and sit-
ting at your desk dreaming of the fishing and golf
which you are shortly to enjoy and, therefore, I
am working on the old bromide that "an ounce
of prevention is worth a pound of cure" in an
effort to make you realize what an opportunity
you are letting slide.

You certainly can't afford to sit back in your
office chair twiddling your thumbs while a golden
opportunity like this slips by during the brief
vacation period. Of course, there is a tempta-
tion to do this very thing. I have been through
the mill myself and I know how it is, but you
can wager anything you wish that you are due for
an unprofitable rest if you don't roll up your
sleeves and go to it.

As to ways and means of getting Summer busi-
ness, they are varied. The first thing to do is to
carefully plan a campaign in which consideration
should be given to advertising, circularization,
special window displays, personal letters and a
Summer service. All of these should be designed
especially to carry an out-of-doors appeal. The
copy should be of a character which will show
the utility of the talking machine as a vacation
adjunct, an instrument without which the great-
est enjoyment cannot be obtained from any Jxip.
The window displays offer a fine opportunity of
impressing the public with the value of the small
portable machines for use on trips, etc., and
right here I want to stress the fact that when
a portable machine is sold during the Summer
you have a live prospect for a larger machine
when the vacation is over and in either case you
have a good prospect for future record sales.

Now, as to special Summer service. The an-
nual migration to and from town can be made
the source of profit through increased record
sales by making provision to keep these peo-'
pie in touch with the latest records no matter
where they are, and it is also a wise and effec-
tive stunt to establish a record mail service so
that they can be supplied with records without
loss of time should they desire any. As your
customers return it might prove valuable in build-
ing good will if you sent them a list of records
which you think they might be interested in.
together with a little note stating that you are glad
to see that they have returned, expressing the
hope that they have had a pleasant time. etc.

Hoping this hits the spot and makes you sit up
and take notice, I am,

Your friend,

— Jim.

MAGNA VOX SHIPMENT FOR LONDON

Full Carload of Radio Amplifiers Sent by Express
From Oakland, Cal., to London to Fill a Spe-
cial Rush Order — Liked in England

Oakland, Cal., July 3. — So great is the demand
for American radio equipment that one American
firm, the Magnavox Co., of Oakland, Cal., found
it necessary to fill an English order by shipping
a full carload of amplifiers by express over the
six thousand miles between this Pacific Coast
city and London.

It is estimated that the shipment will be less
than fourteen days on the road and that two
weeks after the last box was placed in the ex-
press car here the instruments will be on the
shelves of London dealers.

Indicating the great increase in radio business

INTRODUCES THE PHONOQAME

Cleverly Conceived Game to Be Used in Con-
junction With the Talking Machine — Sales
Tests Are Favorable — Campaign Planned

A new concern recently entering the talking
machine field is the Phon-O-Game Co., of Eliza-
beth, N. J., which is manufacturing a specially
designed game to be used on the talking machine
turntable. This game is in the shape of a round
disc with several figures and a dial. The turn-
table is released and the break applied after a few
revolutions and the number opposite the dial
when the machine stops designates the number
of moves which the player can make on a board
nearby. The company has had considerable suc-
cess in the past few weeks in marketing this new-
product, and is planning to introduce it to the
talking machine trade throughout the country.
Sales tests have been made in several stores in
New Jersey to try out the sales possibilities of
this device, and it was found that this article
could be successfully merchandised by the talk-
ing machine dealer. In consequence the company
is now planning an extensive campaign, and it
is expected that within a very short time talking
machine dealers throughout the country will
carry this device as a part of their regular stock
to meet the demands of the buying public.

Magnavox Shipments by Express to England

?.re the output figures of this same Oakland fac-
tory. One year ago the daily production of radio
amplifiers was five; to-day approximately 800 are
being produced every day. It is expected this
figure will be nearly doubled within the next
six months.

OSCAR W. RAY TO VISIT COAST

Manager of Wholesale Vocalion Record Depart-
ment to Call on Trade in Principal Cities in
Course of Transcontinental Trip

The chap who is always bragging about how he
told this and that customer w-here he got off at
when the patron came in to make a complaint
is not doing himself or the firm any good.

Oscar W. Ray, general manager of the whole-
sale Vocalion record department of the Aeolian
Co., left New York" on July 5 on an extended
transcontinental business trip, in the course of
which he will visit the Pacific Coast as well as
call upon the trade in the principal cities en-
route. Mr. Ray expects to be aw-ay about a
month.

Wall-Kane Needles
Protect the Record

WALL-KANE NEEDLES

Used by 80% of the population, sold by the
leading jobbers throughout the world.

A nationally advertised article that has been in ever-
increasing demand since it was established in 1913

WALL-KANE needles are packed in metal
display stands holding 60 packages, 24 loud,
24 extra loud and 12 medium.

They are also packed in cartons of 1 00 pack-
ages of a single tone, either loud, extra loud or
medium.

JOBBERS ONLY — APPLY FOR
SPECIAL PROPOSITION

WALL-KANE NEEDLE MANUFACTURING CO.

Successors to

The Greater New York Novelty Co.

Sole Manufacturers of

WALL-KANE NEEDLES

3922 Fourteenth Avenue Brooklyn, N. Y.

THE TALKING MACHINE WORLD

July 15, 1922

The NEW

Chippendale Italian (Umbrian)

Console Design

$295 $350

ii^ ■ ^HE period cabinets which Mr.
X Edison has adopted for his phono-
graphs are in pleasant contrast to the
rather grotesque cases which one so
frequently sees. From the character-
istically diminutive and graceful Hep-
pelwhite to the costly replicas of
historic pieces, the superior furniture
value of Edison cabinets can scarcely
fail to impress the lover of good fur- ELSIE DE WOLFE

niture." Author of "The House of

Good Taste" and cele-
brated designer of house-
hold interiors.

July 15, 1922

THE TALKING MACHINE WORLD

EDISON

f I ^ HE New Edison Consoles,
in period designs, have
merited even the approval of
those who instinctively look
for flaws in every attempt that
is made to reproduce the

achievements of the master
craftsmen of other days. The
New Consoles will bear com-
parison even with the originals
of the various periods that they
represent.

William and Mary
Design

$325

XVIII Century English
{Adam) Design

$375

HERE indeed is mechanical perfection enclosed
in cabinets that are to Mr. Edison's latest
triumph what the faultless case is to the
masterpiece of the watchmaker.

Coupled with the high sense of public appre-
ciation that has always been accorded Mr.
Edison's achievements, the undeniable charm
of these new designs is almost certain to result
in an unprecedented demand that every Edison
dealer will be called upon to satisfy.

THOMAS A. EDISON, Inc.

ORANGE, NEW JERSEY

THE TALKING MACHINE WORLD

July 15, 1922

INSECTS AND LUCKY DOGS

By EDWARD FRASER CARSON

llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^

Out in the Pacific Ocean there are thousands
of tiny islands. Verdant and bright with flowers
they are veritable garden spots and they are the

homes of thousands of
people, who, though
they may not know it,
owe their beautiful
island homes to the
wonderful work of in-
sects.

Ages ago the coral in-
sects began their work.
Their life was but of a
few days' duration, and
when they died their
skeleton remained as the
foundation on which
succeeding generations
of insects built their
homes and likewise died. In the building of
those islands untold billions of insect* had a part.
That part did not amount to much — but it
counted. It was part of the final structure which
finally reared itself above the level of the sea and
became an island.

The work of those coral insects holds a great
lesson for man, and that lesson is not to despise
the little things. It is the little thing that
counts, that becomes an integral part of the big
thing. It is the trifle that makes perfection —
and, added Michelangelo, perfection is no trifle.

But it is in its application to thrift that I men-
tioned the coral insect. Take the smallest coin
we have — the humble copper cent. Save one
cent a day and you have $3.00 a year — counting
only business days. In fifty years that is $150

Edward Fraser Carson

and at compound interest at 4 per cent it will
amount to nearly $500. Truly did Poor Richard
speak when he said, "Take care of the pennies
and the pounds will take care of themselves."

The way money grows when once you get the
habit of saving regularly is simply astounding.
Ten cents a day — 60 cents a week — saved for
twenty-five years and put in the bank at com-
pound interest will run up to $1,270 or more.
And in fifty years it will amount to nearly
$5,000.

It is so easy to spend money that the ordinary
chap is perpetually and everlastingly "broke."
But while he is enjoying all the money he makes
his careful companion is putting something by for
the future.

Take, for instance, yourself. You are twenty
years old. You are making, say, $25 a week. You
have none but yourself to support. You can
easily save $10 of it. And $10 saved each week
will make you independent of a job in twenty-
five years. In that time you will have $21,000 —
and you'll still be a young man, as age is reck-
oned in these beardless days. Keep it up till you
are seventy and you'll have $80,000 or more.

You, young man who read this — wouldn't you
like to know that when you are forty-five years
old you would have an income of $1,000 a year —
or at seventy an income of $3,200 — about $60 a
week ?

It's all up to you. Barring illness or idleness
beyond your power to prevent you can do just
that.

Save money. That's as good advice as any-
one can give you. Money has been called the
root of all evil. That's not so. It's the mania to

get it too fast. Money, in truth, is the root of
all blessings — or of many of them.

If you have money in the bank you can hold
your head up. You can afford to be independ-
ent. Sickness loses many of its terrors.

Every young man who has red blood in his
veins dreams that some day he will go into busi-
ness for himself. He sees some of his friends
doing it. He calls them "lucky dogs" and wishes
that he, too, might start his own business, be his
own boss and eventually boss others.

But the other fellow isn't simply lucky. Nine
times out of ten he's a "wise bird" rather than a
"lucky dog."

Not a man who can work — and this includes
you — but can save something. And the man who
saves can "look the whole world in the face, for
he owes not any man."

FORM BUSINESS _RESEARCH BUREAU

Providence Chamber of Commerce Co-operates
With Brown University in Bureau Formation

Providence, R. I., July 3. — What may be the first
comprehensive organization established for ac-
tive co-ordination between business organizations
and a university has been devised by the joint
action of the board of directors of the Providence
Chamber of Commerce and the faculty of the
economics department of Brown University, to
be known as the Brown Bureau of Business Re-
search. Any individual, firm or corporation resid-
ing or doing business in the State of Rhode
Island may apply for the service of the Bureau.

AN ANECDOTE WITH A POINT

A well-known advertising man once answered
a man's disbelief in the value of advertising in the
following manner: "You can't see the wind,
can you?" The man answered, "No." "But ypu
can feel it and see its effects, isn't that right?"
"Yes, that's very true," answered the incredulous
one. "Well, it is just so with advertising," con-
cluded the ad man.

YES-THE BEST

De Luxe Needles may cost more but they are
made to deliver a Result and not fit a price

Always Insist on Getting

LUXE NEEDLES

and you won't be disappointed.
Duo-|one Company, Incorporated

Sole Manufacturers of De Luxe Needles
ANSONIA, CONN.

Full Tone

DON'T FORGET THESE FACTS

Perfect Reproduction of Tone No Scratchy Surface Noise

PLAYS 1 00-200 RECORDS

Three for 30 cents (40 cents in Canada)

Medium Tone $

July 15, 1922

THE TALKING MACHINE WORLD

TALKING MACHINE EXHIBITS AT GRAND RAPIDS SHOW

Furniture Exposition Well Attended — What Talking Machine Men Are Showing — Optimistic Feel-
ing Over Business Outlook — Stocks Are Low Throughout Country — Exhibits Reviewed

Grand Rapids, Mich., July 8. — The semi-annual
furniture exhibit in this city, which opened on
June 15 and closes on July 15, produced a rather
unexpected volume of business. Although the
number of buyers at the market so far this year
has been a record-breaking one, the hotels proved
by means of their reservation list that hundreds
of buyers will be in before the end of the show.
In the furniture as well as the talking machine
lines the unexpected rush of buyers with large
orders caught manufacturers in many instances
unaware and numerous orders have been held up
by the failure of new offerings to be ready for
display. Quite a number of firms were unex-
pectedly held up in business by the non-arrival
o; the samples of their products.

Buying is very liberal this season. Many deal-
ers frankly declare that their stocks are ex-
ceptionally low and that they are anxious to have
a supply of good merchandise on hand for antic-
ipated Fall business. The number of jobbers
and dealers who are placing orders this way is
rather surprising. The dopesters around town, at
" least all who are in the manufacturing end of the
game, firmly believe that many dealers are go-
ing to be caught with short lines because of this
unexpected increase in business. They reason
that the building boom, which is general all over
the country, is bound to result in great demands
for high-grade talking machines and furniture.

One outstanding feature of this Summer show
is that all exhibitors made their spaces attractive
with carpets, wall hangings and fancy partitions,
which showed up their lines to the best advan-
tage. This line of decorations was followed with
great care this year by all the exhibitors, who
certainly spent more money in decorations than
ever before. In most of the exhibition buildings
the dolling-up process was carried out to the
Queen's taste, displaying the various lines of
goods as they might appear in the home of the
ultimate purchaser. Some hotelkeepers visiting
these spaces were struck with their possibilities
and assert that their own places of business would
go through the decorating process immediately
upon their return home.

The Cheney Talking Machine Co., as usual,
had a beautiful display in the showrooms of its
building on Munroe street. The entire line of
Cheney instruments was on display and attracted
favorable comment. Many visiting buyers, even
though not in the talking machine game, were
drawn to this exhibit. The sales department of
the Cheney Co., headed by Professor Forrest
Cheney, formed a reception committee for visi-
tors, being augmented from time to time by
Cheney distributors who were visiting Grand
Rapids.

Up in the Gilbert Exhibition Building the talk-
ing machine line which attracted the most at-
tention was that of the Consolidated Talking
Machine Co., which held forth in Room 521 un-
der the direction of L. Weguson, local representa-
tive. A full line of the products handled by the
Consolidated Co. was on display, and much at-
tention was given to the Strand talking machine,
which is jobbed by this company.

Another interesting display was that of the
Udell Works on the second floor of the Kling-
man Exhibition Building. This display was in
charge of Tom Griffiths, sales and advertising

manager of the Udell Co. Visiting buyers had
an excellent opportunity of looking over the en-
tire Udell lines, consisting of talking machine
cabinets, piano roll cabinets and portable talk-
ing machines. This concern placed attractive
invitation cards in the mail boxes at all the ho-
tels. The cards were printed in red and showed
portraits of the Udell products. Pasted on top
of each card was a small envelope containing a
large-sized Baltimore cigar. Immediately under
this cigar was printed the invitation to visit the
Udell demonstration.

The Player-Tone Talking Machine Co., of
Pittsburgh, held its exhibit in the Klingman
Building, with I. Goldsmith in charge. This con-
cern exhibited its full line of ten standard
models, consisting of cabinets, period and table
talking machines. Mr. Goldsmith is an old-time
furniture man who for many years prior to his
entrance into the talking machine business was
engaged in the furniture field. There are very
few -dealers visiting in Grand Rapids who are
not acquainted with him. His line of instruments
is in big demand at the show.

H. C. Naill, secretary and sales manager of
the George A. Long Cabinet Co., of Hanover,
Pa., was in charge of the Long exhibit, also in
the Klingman Building. Much interest was cen-
tered about this line of three handsome and
popular console models, which it has been
advertising to the trade for the past two months.
In a few weeks the cost of these cabinets will
revert to former prices. Mr. Naill stated that
the customers had a great opportunity to take
advantage of these models and that this was one
of the reasons why the Long exhibit was so
crowded.

J. G. Griswold and M. A. Guest were on deck,
as usual, at the beautiful Widdicomb display held
at the Widdicomb factory. For many years the
Widdicomb Co. has been a leader in the con-
struction of aristocratic furniture. Dealers who
visited this exhibit soon found that the Widdi-
comb console talking machines in period styles
are faithful interpretations of the best designs
of the old masters in the art of wood fashioning
The artistry of cabinet designs and finish was
shown at its best and the handicraft of this or-
ganization, which has for the past three genera-
tions enjoyed the reputation of a leader in
the design of real furniture, was exploited to the
highest degree.

The Bush & Lane factory at Holland, Mich.,
was also the scene of much activity during the
show. Bush & Lane dealers from all over the
country, who visited Grand Rapids, hied them-
selves Hollandward with their friends to make
the rounds of this big plant. Walter Lane, presi-
dent; F. J. Congleton, vice-president; C. L.
Beach, secretary, and W. H. Beach, treasurer and
general manager, with a large corps of their trav-
elers, were on deck to welcome the visitors, who.
after being shown over the plant and its work-
ings, were entertained at the Ottawa Beach
Hotel, at Otrawa Beach, a suburb of Holland.
The Bush & Lane Co. showed the visitors its
new line of beautiful console and period models
which is being prepared for the Fall trade. This
line is entirely new, every instrument in it having
just been designed by President Walter Lane.
(Continued on page 34)

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Puleinella Ad I'na Festa I)a Ballo.

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L'Altalena. Song Cav. G. Godono

E L'Ammore. Song Cav. <!. Godono

'O Guarracino. Part 1. Song,

P. Mazzone
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Serenatona. Song R. Ciaramella

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Totonno 'E Quagliarella Ciaramella

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Signora Mia (Duetto),

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JUST OUT

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202 — Dichiaramento. Versi di A. Seala.

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Roll) 1.25

213 — Fior Di Campo. Waltz, by D. Ietti.. .90

037 — L'Incantevole. Mazurka, by J. Gioe .90

218 — Cuscienza. Versi di S. Baratta. Mu-
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x201 — Te Chiamme Maria. Versi di L.

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DISCOUNT TO DEALERS — ASK FOR
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THE TALKING MACHINE WORLD

July 15, 1922

For straight slap-stick song-and-dance comedy
"Skeeter and The June Bug/' by Harry C. Browne,
gets the horse hair handkerchiet. This hick act is
backed up by a coon classic, "Dars a Lock on de
Chicken Coop Door/' A-3622.

Columbia Graphophone Co.

NEW YORK

EXHIBITORS AT GRAND RAPIDS SHOW

(Continued from page 33)

True to Bush & Lane fashion, these instruments
are made throughout in beautiful piano finish.

Across the street from the Pantlind Hotel, in
Grand Rapids, are located the big showrooms of.
the Aeolian Co., wherein was displayed the Aeo-
lian Co.'s line of graceful new Queen Anne pe-
riod models. All these instruments were equipped
with the famous "Graduola" tone control, which
makes the Vocalion a musical instrument par ex-
cellence. Besides the line of talking machines
a complete library of Vocalion Red records was
shown.

Visitors to the plant of the Grand Rapids Brass
Co., on Scribner avenue, were shown around by
J. L. Murray, vice-president, who explained in
detail the manufacture of brass hardware for talk-
ing machines. This company manufactures auto-
matic stops, cover supports and cabinet hardware
of all descriptions and designs. The visitors re-
ceived a liberal education in the manufacture of
these parts and soon discovered that it is no
simple matter to turn them out. Many of them
took advantage of this little schooling from an
educational standpoint and admitted that hereto-
fore they had confined their sales arguments to
cabinet manufacture and tone production, with
very little attention to the hardware. Now, how-
ever, a great many of them intend giving the
prospect some insight into the production of
hardware.

J. Kersten, president and general manager of

the Kersten Composition Products Co., Inc., of
Grand Rapids, brought out the fine points of his
amplifiers before the visitors to his plant. The
company manufactures the well-known Kersten
composition talking machine horn and makes a
specialty of building horns to order. Quite a
number of very high-grade talking machines of
repute now on the market use this company's
product exclusively and Mr. Kersten pointed out
the reason for their doing so to his listeners.
Not only were composition horns shown to the
visitors, but all products of this company were
shown as well. These embraced manikins,
dress models and so forth for the use of window
decorating. The decorations are used in turn by
all commercial houses in windows for displaying
clothing, household things and so forth.

The Ionia street plant of the American Phono-
graph Co. was also very active during the show
season. E. L. Meeuwsen was kept busy enter-
taining out-of-town buyers who were interested
in talking machines. The new model put out by
this concern attracted considerable attention.

One of the interesting novelties in talking ma-
chines to be shown during the show was the
"Davenola," manufactured by Andy Mouw, Inc.,
in the Gilbert Building. The "Davenola" is an
interesting combination of the davenport and
talking machine. The davenport is of a regula-
tion overstuffed style, with the arms on either
side constructed so as to tip back to reveal the
instrument. The talking machine itself is con-
cealed in one arm and the other is given over to
a record-filing case, which will hold fifty or more

VELVET COVERED TURNTABLES

ADD TO THE QUALITY OF MACHINES

A.W.B.

VELVETS

THE BEST TALKING MACHINES ARE EQUIPPED WITH

A. W. B. BOULEVARD VELVETS

GRAND PRIZE— GOLD MEDAL, ST. LOUIS EXHIBITION

WRITE FOR SAMPLES AND PRICES

A. WIMPFHEIMER & BRO., Inc.
450-460 Fourth Avenue, New York

ESTABLISHED 1845

records of either ten or twelve-inch size. The
talking machine part may be had with either a
spring or electric motor. The amplifier is of
standard size and swings down toward the bot-
tom of the arm.

NEW VOCALION DISTRIBUTOR

Woodside Vocalion Co. Has Very Attractive
Quarters in Portland, Maine

The latest addition to the growing list of Vo-
calion and Vocalion record distributors is the
Woodside Vocalion Co., 134 High street, Port-

Woodside Vocalion Co. Warerooms

land, Me., which has for its territory the entire
State of Maine, and has already established a
number of very promising dealers for both phono-
graphs and Red Records. The company has
very attractive and commodious quarters for the
display of the Vocalion line, as is indicated by the
illustration herewith, and has on hand a com-
plete stock to provide for the prompt filling of
orders.

RADIO AS A CURE FOR CANCER

Chicago Physician Reports Successful Experi-
ments With Some Forms of Disease

Chicago, III., July 8. — Radio is now taking its
place in the scientific treatment of human ail-
ments, according to Dr. T. Howard Plank, of
this city, who says that some forms of cancer,
considered incurable for years, can be cured
through this agency, and naming two persons
who were so healed.

In describing the method in which the radio is
used as an aid to a cure before the National So-
ciety of Physical Therapeutics at the national
convention of the American Institute of Home-
opathy Dr. Plank said: "The electric scalpel is
run by radio. The machine uses the same cur-
rent that is used in sending radio messages.
There is no actual contact between the diseased
tissues and the knife, because as soon as the
instrument approaches the infected part the tis-
sues wither up and disappear. In four or five
days the patient is out of bed and in ten days
he is on the street again."

Criticism is a bad thing unless it is construc-
tive.

The Talking Machine World, New York, July 15, V)22

ELLY NEY
International Pianist

IRENE PAVLOSKA
Soprano
Chicago Opera Association

RICHARD STRAUSS
Dean of European Composers

BRUNSWICK

(Double-faced)

Gold Label Records

Win Nation- Wide Popularity
with Dealers and Public

The record'buying public is fast learning two things
of vast importance to Brunswick dealers:

First; that Brunswick Artists are supreme in their
fields and that whenever they desire the world's best
music rendered with the greatest beauty and fidelity,
the Brunswick is the record to buy.

Second; that in purchasing a Brunswick Gold Label
(doublcfaced) Record they are getting something
that will forever prove a valuable possession in the
home, a living inspiration at all times.

Strauss, Chamlee, Easton, Rosen, Dux, Godowsky,
Danise, Pavloska, are only a few of the internation'
ally famous Brunswick artists who are now recording
on double-faced records — giving record buyers twice
the value for just a little more.

THE BRUNSWICK-BALKE'COLLENDER CO-

Manufacturers — Established 1845
CHICAGO— NEW YORK— CINCINNATI

New England Distributors: Kraft, Bates & Spencer, Inc.

1265 Boylston Street, Boston, Mass.
Canadian Distributors: Musical Merchandise Sales Co.
79 Wellington Street West, Toronto, Ont.

CLAIRE DUX

Soprano
Chicago Opera Association

PHONOGRAPHS AND

Other noted Operatic and Concert artists of the
day recording exclusively for Brunswick are:

Richard Bonelli Theo Karle Marie Tiffany

Elias Breeskin Elizabeth Lennox Irene Williams
Max Rosen. Virginia Rea Willem Willeke

FLORENCE EASTON
Prima Donna Soprano
Metropolitan Opera Company

BRONISLAW HUBERMAN
Sensational Violinist of the Day

GIUSEPPE DANISE
Premier Baritone
Metropolitan Opera Company

LEOPOLD GODOWSKY
Master Pianist

MARIO CHAMLEE
Tenor

Metropolitan Opera Company

The Talking Machine World, New York, July 15, 1922

DISCOVERED!

A Brand New Method of Learning

The Radio Code Quickly

Mr. J. C. H. Macbeth, author of this new method, was able to train thousands and thousands of men in the British
Signal Forces, in one-tenth the usual time required to learn the Radio Code. This phenomenal short cut to code study
and a code practice record has been recorded exclusively

Records

The Records of Quality

By JACK BINNS, the famous wireless man and Radio Editor
of the New York Tribune.

The American Code Company has published this system in
book form, to retail for 50c per copy. The records mention the
book and the book advertises these Records. Okeh Dealers can
sell both records and books.

Hundreds of thousands of Radio Fans are eagerly looking for a quick and easy way to learn the Radio Code.
Okeh dealers will have this field to themselves! Write to the nearest Okeh Distributor today for full details on this
proposition. The records will soon be released.

COMPLETE LIST OF OKEH DISTRIBUTORS

CALIFORNIA — San Francisco,
Kohler & Chase, 26 O'Farrell St.

COLORADO — Denver,
Moore-Bird Co., 1751 California St.

GEORGIA — Atlanta,

T. K. Polk Furniture Co..

294 Decatur St.

ILLINOIS — Chicago,
Consolidated Talking Machine Co.,
227 W. Washington St.
W. W. Kimball Company,
Wabash Ave. & Jackson Blvd.
INDIANA — Indianapolis,
Kiefer-Stewart Co.,
Capitol Ave. & Georgia St.

LOUISIANA— New Orleans,
Junius Hart Piano House,
703 Canal St.

MARYLAND — Baltimore,
A. J. Heath & Co.,
321 Park Avenue.

MASSACHUSETTS — Boston,
The Bay State Music Corp.,
142 Berkeley St.

MICHIGAN — Detroit,

Consolidated Talking Machine Co.,
2957 Gratiot Ave.

MINNESOTA — Minneapolis,

Doerr-Andrews & Doerr

MISSOURI—^. Loms,

The Artophone Corp., 1103 Olive St.

NEBRASKA — Omaha,

Lee-Coit-Andreesen Hardware Co.,

NEW YORK — Buffalo,

Iroquois Sales Corp., 210 Franklin St.

New York City,

Bristol & Barber Co., Inc.,

i East 14th St.

New York Distributing Div.,
15 W. 18th St.

NORTH CAROLINA — Goldsboro,
Independent Jobbing Co.,
OHIO — Celina,
Harponola Company
Cleveland,

The Record Sales Company,
1965 E. 66th St.

Cincinnati,

Sterling Roll & Record Co.,
137 W. Fourth St.

PENNSYLVANIA — Philadelphia,

A. J. Heath & Co.,

27-29 So. Seventh St.

Sonora Company of Philadelphia,

1214 Arch St.

Pittsburgh,

The Record Sales Company,
806 Penn Ave.

IVilliamsport,

Rishell Phonograph Co.
TEXAS — Dallas,

Sonora Distributing Co. of Dallas
Houston.

Houston Drug Company.
WISCONSIN — Milwaukee,
Yahr & Lange Drug Co.,
207 E. Water St.

General Phonograph Corporation

OTTO HEINEMAN, PRESIDENT

25 West 45th Street, New York City

July 15, 1922

THE TALKING MACHINE WORLD

GOLF TOURNAMENT OF JOBBERS

Interesting Annual Contest Followed Jobbers'
Convention — C. Alfred Wagner Proves Cham-
pion for Year, With Low Gross Score of 87 —
C. A. Grinnell Wins The World Cup

Immediately following the annual convention
oi the National Association of Talking Machine
Jobbers at the Hotel Ambassador, Atlantic City,
N. J., the golfers of the Association adjourned to
the Seaview Golf Club, at Absecon, for the pur-
pose of participating in the annual golf tourna-
ment of the Association, which proved a distinctly
interesting contest.

C. Alfred Wagner, of the Musical Instrument
Sales Co., proved the tournament champion by

C. Alfred Wagner Is Champion

winning the prize for the low gross score, this
being the R. S. Steinert trophy, with a score
of 87.

C. A. Grinnell, of Grinnell Bros., Detroit, cap-
tured The Talking Machine World trophy with
the second low gross score of 89, while French
Nestor, who made such a good showing in last
year's tournament, captured the Walter Staats
ringer trophy with a low net score of 77.

All the other prizes, and they were numerous,
were awarded for net scores. L. W. Collings cap-
tured the Eldridge R. Johnson trophy, with a low
net of 79; C. G. Campbell, the J. N. Blackman
trophy with 84; J. S. MacDonald, the A. A. Grin-
nell trophy with 84; R. S. Steinert, the George
A: Dodge trophy with 85; A. A. Grinnell, the J.
C. Roush trophy with 86; G. T. Williams, the
Louis Buehn trophy with 87; W. H. Russell, the
George E. Mickel trophy with 87; Norman Cur-

tice, the L. W. Collings trophy with 88; Lloyd L
Spencer, the Knickerbocker Co. trophy with 89
A. A. Trostler, the T. H. Towell trophy with 89
W. F. Davisson, the A. A. Trostler prize with 90
F. P. Oliver, G. P. Ellis, E. J. Dingley and A. D.
Geissler, with low net scores of 91, each were
awarded a dozen golf balls presented by the
Schmelzer Co.

WILL DO GENERAL RECORDING

Bell Recording Corp. Announces Plans — C. R.
Johnstone General Manager — Associated With
National Metals Depositing Corp.

The Bell Recording Corp. was recently in-
corporated under the laws of the State of New
York, for the purpose of making records for in-
dividuals and the trade in general. The record-
ing is under the personal supervision of C. R.
Johnstone, who has been identified with the re-
cording industry for thirty years and who was
formerly associated with the Aeolian Co.

The Bell Recording Corp., whose offices are
located at 9 East Forty-seventh street, New York,
is associated with the National Metals Deposit-
ing Corp., Mt. Vernon, N. Y., which for the past
year has been an active figure in the production
of masters, mothers and stampers. The execu-
tive personnel of the two companies is similar,
Louis G. Young being president of both com-
panies, with Milton G. Lumsden secretary and
treasurer of the two concerns.

MUSIC HELPS GOLF STROKE

President of California Golf Association Demon-
strates Value of Music in Golf

Lake Placid, N. Y., June 26. — Rhythm enters in
a large degree into successful golf playing and
one may accomplish much toward mastery of
the game through practicing strokes to talking
machine music, Everett H. Seaver, president of
the California State Golf Association, and former
amateur champion of the Western States, tola
450 delegates of a Cleveland firm in convention
here. Mr. Seaver demonstrated his contention
by driving imaginary golf balls from an im-
provised tee on a hotel rug, at the same time
indicating how his movements corresponded with
the tempo of waltz music played by a pianist.

MOVES TO NEW QUARTERS

The American Phonograph Exchange, jobber
of phonographs, records and accessories, moved
recently from 339 Central avenue to 366 Wilson
avenue, Brooklyn, N. Y., where the company has
increased facilities for supplying dealers.

Made in Our
Watch Oil

DEPARTMENT

which for half a century
has made 80% of all the
watch, clock and chronom-
eter oil used in America.

The Best Oil For Any Talking Machine

In refining, Nyoil is given the same care as our
famous watch oil receives. All gums and impuri-
ties are removed, leaving it

Colorless, Odorless and Stainless.

Housekeepers say they would not be without
Nyoil because it is best for phonographs and sew-
ing machines — for polishing furniture and wood-
work and is odorless and will not stain. It is free
from acid and will not gum, or become rancid.
Sportsmen find it best for guns because it prevents
rust.

NYOIL is put up in 1-oz., 3-oz. and 8-oz. Bottles

and in Quart and Gallon Cans.
For Sale by all Talking Machine Supplies Dealers

WILLIAM F. NYE, New Bedford, Mass., U.S.A.

M. PHILIPS INJNEW LOCATION

Grafonola Shop Now in Heart of Business Dis-
trict— Van Veen Installation

Washington, D. C, July 6.— The Grafonola shop
of M. Philips has been moved into attractive new
quarters at 1128 Seventh street, N. W., the heart

M. Philips Grafonola Shop

of the business section of this city. Before mov-
ing into the new location the entire store was
remodeled and tastefully decorated. The for-
ward portion of the store is taken up with the
service counters, accessory display cases and a
large record rack. On both sides of the rear
of the establishment are located sound-proof rec-
ord demonstration booths, and the center of the
floor contains the display of Grafonola models.
The fixtures were installed by Van Veen Co., Inc.

MUTUAL

TONE ARMS & SOUND BOXES

There are three things that go to make up
satisfaction:

1. QUALITY

2. SERVICE

3. PRICE

And we can satisfy you in each particular.

A test will convince you that Mutual Tone
Arms and Sound Boxes are the Best on the
market. We give prompt and efficient serv-
ice. Prices from $2.15 up.

No. 3 TONE ARM
No. 5 REPRODUCER

Mutual Phono Parts Manufacturing Corp.,

149-151 Lafayette Street
New York City

The Russell Gear & Machine Co., Ltd., 1209 King St., West, TORONTO, CAN., Exclusive Distributors for Canada and All Other British Possessions

THE TALKING MACHINE WORLD

July IS, 1922

mini milium iinmiimiiiii! imiiiiiiiii i nm n i u mm i ■ i iiiiiiiiiiiiiiiiiiiiiuiiiiiiwiiiii i niiiiiiiimiiiiiiiiimiiii win iiiiiiiiiiiiiiiiiiiiiiiiiiiM

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graph motor of its kind in the world. There are many features by which one can determine the
efficiency of the SIMPLEX Electric Phonograph Motor. The essential features are:

No Gears No Commutator No Springs No Oiling

No Governor No Brushes No Winding Noiseless

No Adjustments No Transformer No Belts Troubleproof
Record Stops Automatically on Last Note

It represents the very best of inventions and improvements and we therefore confidently
say that the SIMPLEX Electric Phonograph Motor is combined with the highest
precision of workmanship and select material.

TEST A SIMPLEX ELECTRIC MOTOR ON OUR 30-DAY TRIAL OFFER

When a Simplex Electric Motor is sent out, it is not sold until the motor has demonstrated in your own
shop, in your own cabinet, during a 30-day test, that it will do all we claim. An extremely fair proposition
in which the Simplex Motor is judged by its performance in your cabinet under your inspection. No
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Manufactured in United States and Canada by the

Simplex Electric Phonograph Motor Co.

104 NEW WILDER BUILDING, 321 BLEURY ST., MONTREAL, CAN.

r~ ■ ■ ~~ '■■v,;,-;m!i mini mimiiii1;; , 'iNiMiiiniiiiiiiiiHilii:... .,, , ,,,, " . , -~

July 15. 1922

THE TALKING MACHINE WORLD

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PHONOGRAPHIC EPIGRAMMAT1CS

HAYWARD CLEVELAND

Mourn not the "Nothing down — Noth-
ing a month" competitive sale you have
lost. That is the other fellow's funeral
now and it may be his funeral in more
senses than one before he has done with
that sort of business.

When writing a letter soliciting business
do not turn the page. Let the other party
see the end from the beginning. He will
then take time to read.

Dr. Alexander McL. Hamilton, the great
alienist and grandson of Alexander Hamil-
ton, once said: "We are none of us at all
times sane." Should not this make us more
charitable toward the eccentricities of
others?

| The window — let it not be said that "Now 1

| we see through a glass darkly." but dis- 1

1 play "With such a luster he that runs may §

I read." Observe, appreciate and enter.

When despondent ask yourself this ques-
tion: Would I exchange places with another
without knowledge of his past and a look
into his future? Then cheer up!

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llinillllllllliniillllllllllllr

CIRCULAR BOOSTS PORTABLE SALES

G. W. Haltom, Fort Worth Victor Dealer,
Boosts Record Business by Monthly Letters
Calling Attention to Special Records

Fort Worth, Tex., July 6. — G. W. Haltom, jew-
elry and talking machine dealer at Seventh and
Houston streets, is taking advantage of the va-
cation season to boost the sale of portable
Victrola models in a result-getting manner. The
plan consists of an attractively prepared circu-
lar with illustrations of the various types of port-
able models. The text is in tune with the vaca-
tion spirit. The circular has brought good re-
turns.

Each month also a circular letter is sent to
customers calling attention to four or five spe-
cial records. These letters are sent out just be-
fore the new record releases are received and
have resulted in a considerable stimulation of
business during the period of each month when
record buying is inclined to lag.

RECORD MUSIC CURES STAMMERING

Well-known Professor Cures Impediments in
Speech With Aid of Special Records

Talking machine record music has been used
for many strange purposes, not the least of
which is its aid in the curing of diseases and
as an aid to physicians. One of the latest uses
to which record music has. been put, however,
is as a cure for stammering.

Professor O. H. Ennis, who has gained national
fame for his work in the curing of this form of
disease, is responsible for this latest use of the
talking machine and the music which it repro-
duces. He has recorded three double-disc rec-
ords which contain a complete course of instruc-
tion for the correction of stammering. A numbei
of children and adults who have been handi-
capped through stuttering have already beer,
cured.

TALKING MACHINE SHOP OPENS

Hagerstowx, Md., July 5 — The Talking Machine
Shop, an exclusive Victor establishment, was
recently opened in the Young-Stickell Building,
South Potomac street, this city. The Victor line
is displayed to advantage in the spacious and
attractive quarters, which have been entirely re-
modeled to meet the demands of the business.

THE WIDE APPEAL BUILDS BUSINESS

An Enterprise Can Grow Only in Proportion to
the Growth of the Number of Customers and
These Can Be Materially Increased by Reach-
ing a Greater Number o; People

direction could be put to better and more profit-
able use by devoting it to sales promotion work
with the others. A sales campaign planned with
these facts in mind which has for its basis in-
tensive selling is bound to produce results.

In every mercantile enterprise growth depends
entirely upon the number of customers who pat-
ronize the establishment. This is one of the
fundamental principles of business building. Nat-
urally, then, the rapidity with which the busi-
ness grows depends upon the speed with which
the customers are secured and the success of the
efforts of the dealer in holding them once they
are secured.

There are many ways in which customers can
be induced to enter the store, one of the most
important of which is through the advertising,
and right here is where many dealers make a
serious error. They make up their minds that
they want to cater to some one particular class
of people and all advertising is prepared with this
particular object in view.

The population of the average city or town
consists of the wealth}' people, middle class and
poor. Included in the wealthy and middle classes
are people of various nationalities, and this fact
offers the talking machine dealer a further oppor-
tunity of enlarging his clientele by well-directed
advertising pushing his foreign records. The first
two classes of people mentioned are the ones
which the dealer should cater to if he is to at-
tain a maximum degree of success. The very
poor people offer little opportunity for profitable
selling and at any rate the time spent in this

VOCALION RECORD CUT-OUT PLAN

Aeolian Co. Announces Cut-out Plan Effective on
July 1 and Applying to Popular Records — Will
Affect Over 10 Per Cent of Catalog

In effect on July 1, and continuing until Au-
gust 15, the Aeolian Co. has announced a special
cut-out plan for Vocalion Red records which will
affect over 10 per cent of the popular records in
the catalog and which is expected to reduce ma-
terially the stock in the hands of distributors.
The cut-out exchange applies to the 14,000 series
and the plan provides that distributors shall pur-
chase two new records of the same series as
the records returned in the cut-out list or that
they shall have the option of purchasing three
records from any series other than the 14,000 for
two records returned in the cut-out list.

Only records that are in perfect and salable
condition can be returned. All records are re-
turned at the distributor's risk, with transpor-
tation charges prepaid, and no records will be
received under the c.ut-out arrangement after
August 15.

It is believed that the cut-out arrangement will
prove of distinct advantage to the distributors by
enabling them to get their stocks of live records
in first-class shape before the coming of the
Fall season.

Cash in on the Wireless Demand

Our specially equipped Cabinets, with horn and all apparatus
out of the way, sell themselves. Also in stock as complete
Phonographs or Cabinets for assemblers. Write for Prices

Seaburg Mfg.Co.

Jamestown, N. Y.

The Biggest Value on the Market

No.250T, List Price $195.00

Usual discounts to dealers

48"x28"x31" high. Fini«hed all
around

Genuine Mahogany. Wtinot or Oak
A Trial Order Will Convince

THE TALKING MACHINE WORLD

July 15, 1922

of Sound from /
a Phonograph before/

^^^/o play a band or dance record for a customer
with a volume of sound equal to that made by
the original musicians, and yet retain with that volume
all the sweetness and harmony of Sousa's leadership —

that is what the MAGNAVOX TELE-PHONO-
GRAPH is doing for phonograph dealers — doing it
for more of them every day.

Selling records (while impor-
tant) is just a beginning of
what it will do for you and
your store.

It is bringing new business to
hundreds of dealers.

The Magnavox Tele-Phono-
graph is a simple attachment

to the phonograph. It is a
genuine business-builder and
money-earner.

Every phonograph owner is a
prospect for
The MAGNAVOX
TELE-PHONOGRAPH
— and we help you sell them.

On the veranda of a summer hotel-
full strength dance music- as muck
like band or orcliestra as the
I

real

fACNAVOX

Tele-phonoqmph

Write our nearest office for full in-
formation about this truly wonder-
ful instrument.

THE MAGNAVOX COMPANY

General Offices and Factory

2701 East 14th Street, Oakland. Cal.

New York Office:

370 Seventh Avenue
Penn. Terminal Building

July 15, 1922

THE TALKING MACHINE WORLD

The roads in all directions are alive with motorists.
Columbia road signs, imprinted with your name,
along your highways will catch them coming and
going. See the Columbia Dealer Service Man about
a supply of these signs.

Columbia Graphophone Co,

NEW YORK

QRANBY CORP. IN NEW YORK CITY

Takes Possession of Central Quarters at 37 West
Twentieth Street, With O. P. Graffen in Charge

The Granby Phonograph Corp., of Norfolk,
Va., has taken possession of its new headquarters
for the New York sales offices of the company.
The suite of offices located on the ninth floor of
the building at 37 West Twentieth street pro-
vides excellent display rooms as well as business
quarters. One room will also be devoted to

O. P. Graffen

storage purposes. These offices will be conducted
in addition to the warehouse on Sixteenth street.
It is expected that these greatly increased facili-
ties will provide remarkably increased service for
Granby dealers in the metropolitan district.

O. P. Graffen, well known throughout the talk-
ing machine industry, is in full charge of the
offices as New York sales manager. His train-
ing well qualifies him for his important duties in
this respect. He has been closely connected with
the talking machine industry for almost seven-
teen years, two of which were spent with the
Victor Talking Machine Co. and fourteen years
with the Columbia Graphophone Co. Mr. Graf-
fen is not only a thoroughly experienced talk-
ing machine man, but numbers many friends
throughout the trade.

PREPARED FOR LARGE FALL TRADE

Winston-Salem, N. C, July 1. — Mrs. Gloraine
Hastings Miller, manager of the Victor depart-
ment of the Watkin's Book Store, of this city,
recently returned from a two months' trip to the
Pacific Coast. Mrs. Miller had a very enjoyable
trip and visited all points of interest. Referring
to future business conditions she states that she
is preparing for a very large Fall business and is
entirely optimistic over the outlook for the bal-
ance of the year.

The Harklin Store, of Goshen, Ind., is planning
to open a talking machine department.

MECCA BAND ONOKEH RECORDS

Four Mecca Shrine Numbers Now in Hands of
Okeh Dealers — Interesting and Popular
Marches Well Played by Mecca Band

OPENING OF ALEXANDER'S SHOP

Handsomely Equipped Establishment in Long
Branch Is Well Laid Out— Opening Well At-
tended— Floral Pieces Sent "by Jobbers

The Mecca Band of the Mecca Temple of New
York has recorded four of its six most popular
numbers on two Okeh records, and these rec-
ords are now in the hands of Okeh dealers
throughout the country. One of these records,
No. 4536, carries on one side the Mecca song
written by Mack Stark and on the reverse side the
popular march, "Turque," so long identified with
Shrine ceremonial work. The other record, No.
4583, features on one side the march, "Tartare,"
now used by Mecca Temple for processional
work, and on the other side, "Cyrus the Great,"
also used during the ceremonials.

These Okeh records were made by the Mecca
Temple Band, under the direction of Arthur H.
Hoffman, conductor, and a royalty is paid to the
band for the records, the proceeds of which will
be invested in bonds for the new Mosque.

GOES AFTER VICTOR PUBLICITY

Herrin, III., July 5. — Fay Luyster, manager of
the Victrola department of the Cline-Vick
Stores, which operate a number of branches in
this State, took advantage of a Country Club
dance recently to demonstrate some of the latest
Victor records to the dancers. The demonstra-
tion was received with enthusiasm and much
good publicity resulted.

Long Branch, N. J., June 27. — Alexander's
Music Shop, Victor retailer, had its formal open-
ing here on Saturday, June 24. The new show-
room, located in the Imperial Hotel Building, is
attractively and efficiently laid out and is said
to be one of the show places of the city. Eight
demonstration booths have been installed and
another showroom is devoted to pianos and other
musical instruments, as Mr. Alexander is also the
local agent for J. & C. Fischer pianos. The
opening was well attended; flowers were sent by
C. Bruno & Son, Inc., New York City; the
Knickerbocker Talking Machine Co., of New
York, and Collings & Co., of Newark. Other
attractive pieces were also sent by personal and
business friends of Mr. Alexander outside of the
trade.

A. Murray, of the sales staff of C. Bruno & Son,
Inc., Victor distributors, spent the evening assist-
ing Mr. Alexander, who stated that on the open-
ing night he made over 250 sales. An apprecia-
tion of Mr. Murray's co-operation was to be
found in an advertisement of the company appear-
ing in the local papers the following week, in
which this paragraph appeared: "We also wish
to thank Mr. Murray, of New York, represent-
ing Bruno & Son, Victor distributors, who so
kindly assisted us."

Superior Tone Quality
Bell Hood Needle

does it

Most natural tone reproductions

Try your favorite
record with a Bell
Hood Needle

BELL HOOD NEEDLE COMPANY

183 Church Street, New Haven, Conn., U. S. A.

THE TALKING MACHINE WORLD

July 15, 1922

JOHN V. DUGAN HONORED

Well-known New Orleans Dealer Now President
of Southern Victor Dealers' Association — Well
Qualified for This Very Important Post

GERMAN PHONOGRAPHS AT ADEN

Germans Making Inroads Into Market That Is
Neglected by American Manufacturers, Ac-
cording to Report by United States Consul

iiiiiiiiiiiiiiiiiiiiiiniiiiii iiiiiiiiiiiiiini iiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinii mi iiiiiiiiiiiiii iiiiiiniiiniinwi

At the recent convention of the Southern Vic-
tor Dealers' Association, held in Mobile, Ala.,
John V. Dugan, of the Dugan Piano Co., New
Orleans. La., was elected president. Mr. Dugan's
election was a matter of keen pleasure to ever)'
member of the Association, as for the past four

John V. Dugan

5'ears he has been an active factor in all of the
Association activities.

As a progressive Victor retailer Mr. Dugan has
left nothing undone to make his establishment in
New Orleans one of the most attractive Victor
stores in that city. His thorough knowledge of
every phase of retail selling has enabled him to
give splendid service to his clientele and he is
planning to give the same kind of service to the
Southern Victor Dealers' Association during the
coming year.

German machines have for the first time re-
cently appeared on sale at Aden, says Consul
Cross in a report to the Department of Com-
merce. These machines are small but attractively
painted, a feature which appeals strongly to the
native purchaser. They are of the hornless type,
which also is an attraction, because the careless
use to which the horns were subjected in many
cases speedily ruined the sound box on the old
machines. Other minor features such as the de-
tachable character of the sound box when not in
use also are arousing favorable comment.

The most attractive aspect of the new machines,
however, is the price.- The Austrian machines
were sold at Rs. 65 each. The German instru-
ments can be purchased for Rs. 23, including six
small records, put up in an attractive album. The
records are only four inches in diameter. The
selections are exclusively instrumental and band
pieces. The machines will, however, play full-
sized records.

If the promise of the importers of the German
instruments that records in Arabic and Hindu-
stani will shortly be available for these instru-
ments .proves true, there will be a very strong
attraction for the purchase of the instruments by
the wealthier classes of the population. Such rec-
ords would find a ready sale in this district, for
the number of old machines in the possession of
families is large.

American phonographs occasionally reached
this market in the pre-war days and still have the
reputation of being the best, but the market has
recently been almost wholly neglected by Ameri-
can exporters.

The consul thinks it would be well worth while
for the American manufacturers to place a small,
cheap machine on the Aden market, since with
the cessation of intertribal warfare in the in-
terior the back .country demand for phonographs
and records should be good. The phonograph is
the one musical instrument which appeals with
equal force to the miscellaneous races of the
Red Sea district.

STUDENTS MAKE GOOD CANVASSERS

A certain talking machine dealer has secured
a number of live prospects and closed several
machine and record sales as a result of hiring
high school boys and girls as canvassers.

The voluble salesman who drives customers
from the store because he did not know when
to stop talking is a poor investment. It is a
well-known fact that the fellow who talks the
loudest and longest often has the least to say.

Sherburne Automatic Stop

The Stop that Actually Stops

You Manufacturers who are having trouble with
your automatic stop — Investigate the Sherburne

Stop. c ,

■ oample sent upon request.

SHERBURNE MANUFACTURING COMPANY

948 Penobscot Building Detroit, Mich.

Records

GRANBY PHONOGRAPHS
| MASTER-TONE TALKING MACHINES
OUTING PORTABLES

NEEDLES

Okeh Truetone — Wall Kane

Tonofone — Gilt Edge

Delivery Bags, Accessories, etc.

Complete Stocks — Prompt Service
IROQUOIS SALES CORPORATION

Wholesale Distributors
210 Franklin St. BUFFALO, N. Y.

NEW VICTOR RECORD SALES MANUAL

Latest Edition of Helpful Volume Just Issued —
Has Proven of Great Practical Value

There has just been issued, by the Victor Talk-
ing Machine Co. the 1922 edition of the Victor
Record Sales Manual, previous editions of which
have proved of tremendous value to Victor sales-
men throughout the country.

The book was originally tried out in connection
with the classes in salesmanship at the Victor
factory and its value thus established. Since be-
ing issued to the trade at large, it has proven a
distinct factor in improving the caliber of rec-
ord salesmanship in many quarters.

The volume contains carefully classified lists
of all records in the Victor catalog for 1922 ex-
cept dances and selections in foreign numbers.
The records are classified according to types of
music offered, according to 'voices, such as bass,
tenor, etc., according to various periods of the
year, such as Easter and Christmas, and are other-
wise classified so carefully that the record sales-
man has but to learn of the general desire of his
customer to be able to offer a series of records all
calculated to meet that particular desire.

The opening page of the book gives general
instructions for utilizing the information con-
tained therein, and there are blank spaces under
each classification to be filled in by the salesman
from the current supplements, thus keeping the
volume up to date for reference purposes. This
is but another of the many practical sales helps
that have been established for the benefit of the
Victor trade..

INTRODUCES THE CLAR0PH0NE BANJO

The Fred Gretsch Mfg. Co., manufacturer of
musical instruments, has announced a new banjo
named the Clarophone, which was designed to
meet a popular-priced demand. The Clarophone
is in three models, consisting of a tenor banjo,
banjo-mandolin and a banjo-ukulele, and has an
improved resonator back and sound holes. The
Clarophone has been developed particularly for
Summer selling, when price is more important
than during the Fall and Winter, although it is
expected that the new instrument will have an
all-year-around demand. It is made entirely of
maple, with rock maple rim and neck, and it is
planned to retail this instrument at $15, allowing
an adequate profit to the dealer, and it is said
that the new instrument compares very favor-
ably, indeed, with many higher-priced banjos.
The tone value is notable and is a surprise to the
dealers who have seen this new instrument.

July 15, 1922

THE TALKING MACHINE WORLD

Max<Stt^sbun?j£c^

Announcement

Through an alliance recently achieved, Jewett will
be represented in Detroit by the

1264 Library Avenue >

Mr. Strasburg is Michigan's pioneer phono-
graph merchant.

His choice of the Jewett was based on
a long and searching investigation in
which Jewett superiority was carefully
analyzed and elaborately proved.

This alliance of Jewett and Strasburg is
typical of many similar arrangements in
steady process of ratification everywhere.

Far-seeing phonograph merchants desiring
a medium for their salesmanship on which
they can rear a growing and permanently
profitable business are showing universally
an increasing preference for the Jewett
line.

JEWETT PHONOGRAPH CO.

DETROIT. MICH.

Jewett

PHONO & R.AP H S

Style No. 9
$185

THE TALKING MACHINE WORLD

July 15, 1922

Only lead feet can resist the wheedling, tricksy ac-
cordion playing of Guido Deiro, Here is a pair of
fox-trots that will make the heaviest feet get happy.

You Won't Be Sorry" and "Mona-Lu." You'll say he
can play. A-3620.

Columbia Graphophone Co.

NEW YORK

COLUMBUS

Business Volume Increasing
Steadily — Greenfield Piano
Co. to Move — Month's News

Columbus, O., July 3. — According to F. L.
Fritchey, special representative of the Perry B.
Whitsit Co., Victor wholesaler, the talking ma-
chine business is slowly increasing in volume,
particularly in the rural districts. "In travel-
ing through the various parts of Ohio," said Mr.
Fritchey, "I find that some dealers make a large
portion of their sales by developing new pros-
pects and selling machines through sound sales-
manship talk to old prospects."

The Greenfield Piano Co., Victor dealer, of
Greenfield, O., will shortly move to a new lo-
cation in the Public Square, which is considered
the best location in that city. Not only will
all the fixtures be changed and improved, but the
floor space will be doubled. This additional
room will enable the firm to install more sound-
proof booths than it formerly had and offer more
conveniences to its patronage in other ways.
Oscar Heidingsfeld and D. R. Cowman are the
owners of this concern.

The Spence Music Store, Zanesville, O., reports
a remarkable sale of records during the school

year. So far advanced is the music appreciation
course in that city that during the last year there
were enough Victrolas in the public schools to
permit one Victrola to each floor and both the
Board of Education and the students have been
instrumental in building up a large record library.

Through the co-operation of the Home Furni-
ture Co., Athens, O., with the Ohio University,
located in the same city, the Victor Co.'s litera-
ture has been introduced in that university and
the books entitled "What We Hear in Music"
and "Music Appreciation for Little Children" are
used in the music department. Both Victrolas
and Victor records are also used for demonstra-
tion purposes and concerts in the music depart-
ment of this institution.

Miss Edna Gray, of the Wainwright Music
Store, Marietta, O., has been in California since
the early part of March. Returning from the
West, Miss Gray will visit many places of inter-
est, including Yellowstone National Park.

"Business has picked up splendidly in the
last week," said E. M. Levy, of Heaton's
Music Store, 168 North High street. "Victor
machine business is particularly good. Our rec-
ord business has also improved considerably."
At the present time carpenters have about com-
pleted enlarging the display windows of this
firm.

F. J. Connor, manager of the Victrola depart-
ment of" the Z. L.. White Co., 106 North High
street, gives an encouraging report on the in-

EIGHT FAMOUS

In Concert and Entertainment
Personal Appearance of

Eight Popular Victor
Favorites on One Program

A live attraction for live dealers and jobbers

Bookings now for season 1922-1923
Sample program and particulars upon request

P. W. SIMON, Manager

1658 Broadway New York City

Famous Ensembles including

Campbell & Burr - Sterling Trio • Peerless Quartet

crease of business during this month in com-
parison to last month.

W. F. Davisson, vice-president and general
manager of the Perry B. Whitsit Co., returned
last month from the convention of the National
Association of Talking Machine Jobbers at At-
lantic City very enthusiastic regarding the suc-
cess of the meeting. Mr. Davisson was elected
secretary of this important Association.

NEW PLAN TO SELL RECORDS

Illustrated Chart Prepared for Popular Odeon
Record — Chart Illustrating Song Is Sold To-
gether With Record — A Novel Proposition

The foreign record division of the General
Phonograph Corp., New York, has just worked
out a new plan to sell records by illustrating the
song with pictures that are sold together with the

1ST CAS N1CHT 'Nfi -

Schnitzelbank ?-

Odeon Record Song Chart

record. The first selection to be introduced in
this way is the famous German song, "The
Schnitzelbank," and the General Phonograph
Corp. has prepared a chart of distinctive and
humorous drawings illustrating the various para-
graphs in the song. This chart is sold together
with the record and dealers who have visited the
company's headquarters in the past few weeks are
enthusiastic regarding the sales value of this new
plan.

The Odeon record of "The Schnitzelbank" is
made up in two parts and is sung by the well-
known German comedian, Paul Bendix. The
first part begins with a few humorous verses,
with orchestra accompaniment, and is followed
by Mr. Bendix in a comical monologue explain-
ing just how "The Schnitzelbank" was conceived.
The second part features twelve entirely new
subjects in the usual way, and is also sung with
orchestra accompaniment. The chart that has
been prepared to accompany the record shows
twenty-four illustrations, twelve of which are
mentioned in the record. The additional twelve
are supposed to be sung by the purchasers of
the record and their friends, giving a community
spirit to the rendition of the song.

"If the mountain will not go to Mohammed,
Mohammed must go to the mountain," quoted a
prominent dealer in an interview recently in ex-
plaining the; reasons for his success. "The
answer to the whole question is sustained effort,"
said this merchant.

July IS, 1922

THE TALKING MACHINE WORLD

OGDEN SAYS IT'S TIME TO GET BUSY

Prominent Cabinet Man Sends Out Forceful Let-
ter Telling of Improved Conditions and Urging
Dealers to Increase Their Activities

A betterment in general business conditions is
reported from various sections of the country.
Rush business in other industries that were for-
merly very quiet is a strong indication of the good
business that can be safely expected during the
Fall and Winter season in the talking machine
industry. In many lines experienced workmen
are at a premium and generally increased em-
ployment throughout the country is bound to en-
large the buying power as it affects our industry.

J. B. Ogden, president of the Ogden Sectional
Cabinet Co., Lynchburg, Va., has pointed out, for
the benefit of the talking machine dealer, many of
these optimistic signs and has also incorporated
in a letter addressed to the trade some excellent
suggestions and how to take advantage of these
opportunities. The letter states in part:

"A runaway market on lumber for building pur-
poses is a result of an unprecedented home-build-
ing boom. Building and hardware manufactur-
ers are 'sold up' for Fall delivery. More auto-
camp equipment was sold in April and May than
in the past two years. The main highways are
getting full to the point of a procession. Many
are out for cross-country trips and more auto-
mobiles were sold in May than in the four
months previous. This looks as though the hard
times were behind us; anyway, people are spend-
ing money.

"This should benefit every dealer — if he is will-
ing to work.

"Get a list of new homes now. Find out who
is going or gone camping and by mail and per-
sonal calls suggest the outfit best suited to each
condition. Drop an invitation in the cars that
stop over in garages at night (if you can't meet
them personally). You will be surprised how
many will welcome a little music and then note
how easy it is to sell a portable that will fit in
a small nook.

"But before they come 'stack the deck' and
'deal out' some good old familiar hymns or songs
your mother sang, also instrumentals that put the
tickle in the feet and bores under the skin. Then
if you can't get business we suggest a change —
for instance, the undertaker. He sits and waits
till they die and someone has to spend money,
but without getting the pleasure received by ex-
changing cash for musical joy."

PAGING GUESTS BY RADIOPHONE

Boston Hotel Adopts This Plan and Eliminates
Noisy Boy Pages

Boston, Mass., July 1.— This city now boasts
paging by radio in one of its first-class hotels.
The plan is operating most successfully at the
Hotel Essex, near the South station. There is no
longer a "flock" of noisy boys running through
the main dining-room shouting names of various
guests wanted at the telephone desk. Instead, the
soft but distinct voice of the telephone operator is
sent out to various parts of the hotel through
devices from the telephone switchboard.

"Mr. Brown is wanted on the telephone — Mr.
Brown on the telephone," calls the operator into
a transmitter beside her switchboard, and out
in the hotel her tones are carried by amplifying
apparatus.

HAHNE & CO. OPEN BRANCH STORES

Extend Business by Opening Stores in Butler and
Boonton — Display Talking Machines

Newark, N. J., July 5. — The music department of
Hahne & Co., this city, has opened two branch
stores in Boonton and Butler in an effort to ex-
tend its activities. In addition to the pianos han-
dled here the Victor, Sonora and Widdicomb
talking machines are on display. Frank Mc-
Clusky, of the sales staff of the local store, is in
charge of the Boonton branch and Jack Hender-
son, of the. local store, manages the Butler store.

McCORMACK'S VOICE UNIMPAIRED

Famous Tenor Sings at Birthday Party at Sum-
mer Home Outside of London — Entertains
American Friends Who Enthuse Over Him

According to a dispatch from London to the
New York Herald, John McCormack's voice has
not lost any of its richness through his illness.
The popular tenor and Victor artist demonstrated
that to a select gathering of friends, including
many American singers, who assembled at his
country home outside of London recently to
celebrate his thirty-eighth birthday. A day or
two before his birthday Mr. McCormack drove
into London, made a tour of the leading hotels,
picking up all the friends he could find, and
sent them in motors to his place. Among the
notables present were: Clarence Whitehill, Bar-
bara Maurel, Mischa Elman, Vladimir de Pach-
mann, Fred Powell, Charles Wagner, his man-
ager; Madge Titheridge and Mary Anderson de
Navarro. The tenor, looking almost his old- self,
but slightly thinner and paler, presided at an

informal dinner, which was made delightful by
+ ,. _. — .

his high spirits as well as charming personality.

His friends naturally were very anxious about
his voice. He kept assuring them that it was as
good as ever, and when they appeared still un-
convinced he sang for them. In "Asthore" and
a cradle song, both of which are familiar to rec-
ord lovers, he convinced his friends that his voice
was as charming and pleasing as ever. Mr. Mc-
Cormack's voice continues to be exceedingly
popular in English homes, and the increased sales
of his records since his illness has almost equaled
the rush for Caruso's since his death.

THALLMEYER ON LONG TRIP

A. Thallmeyer, manager of the foreign record
department of the General Phonograph Corp.,
New York, left Wednesday, June 28, for a two
months' trip. According to his present plans, Mr.
Thallmeyer will visit Okeh jobbers and dealers
throughout the Central West, co-operating with
Iheir sales organizations in the introduction of
plans that will develop the demand for foreign
language records.

Built by Engineers
with the highest
Engineering Skill.

ESIGNED to stand the shocks of
hard usage.

2J2UILT to run smoothly and noiselessly
r** under varying conditions.

/ft^PERATED with uniformity, and
constant in speed.

Write for prices

Sphinx Gramophone Motors Inc.

21 East 40th St.

NEW YORK CITY

THE TALKING MACHINE WORLD

July 15, 1922

WINDOW

until

you first prepare for
enormous, immediate
sales. You won't be
able to supply the pub-
lic demand for these
Phon-O-Games the first
four weeks you have
them in your store.
Phon-O-Game actually
sells itself on sight and
every sale brings at
least three more.
Profits to you are 50%
to 100% (see price list
above). Put the Phon-
O-Game on the phono-
graph and watch the
crowds collect. What's
more, watch your cash
register get into action.

Sure Sales and Rapid Turnover
Assured by Our Advance Sales Test

Before offering you the Phon-O-Game as a business booster we
thoroughly tested its selling value and thus proved in advance
that there is a tremendous natural demand for this game. One
dealer in each of seven towns was selected for the test. IN
THREE DAYS SALES RAN UP TO 92 DOZEN PHON-O-
GAMES, SHOWING AN AVERAGE DAILY PROFIT OF
$19.92 per dealer!

Description of the Phon-O-Game

Consists of (1) a 12-inch disc resembling a record; (2) a chart of "key" numbers
on heavy Kraft paper, size 24 x 30 inches; (3) a brass pointer; (4) official rules.
Attractively packaged, with full color illustration on the front. Disc contains 36
red and black numbers and 2 "zeros." To play, spin the disc on phonograph, like
any record ; apply brake ; pointer indicates winning number. Five hundred points
win game. Can also be played in other interesting variations as shown in rules.
Green section on disc also makes this a PUT AND TAKE game. Two games
in one. For home, clubs, parties, entertainments, camps, or wherever men meet
for a sociable time. A fun-maker for your customers, a money-maker for you.

Mail in your order at ONCE
or write for FREE sample

Dealers sending orders for 2 to 6 dozen will be given the privilege of earning the
lower price on larger quantities if the second order is placed within 10 days after
the first order.

The Phon-O-Game Company

128 Fulton Street Elizabeth, N. J.

July 15. 1922

THE TALKING MACHINE WORLD

Big news! Eddie Cantor has signed up to record
exclusively for Columbia. On the August list you'll
find his first— two typical Cantor songs. "I Love Her
—She Loves Me" and "I'm Hungry for Beautiful Girls
from "Make It Snappy." Both are on the one record.
A-3624.

Columbia Graphophone Co.

NEW YORK

STRIKING SUMMER DISPLAY WINDOW HARRY GENNETT HEADS STARR CO. MAKES ENVIABLE SALES RECORD

Camping Scene Featuring Portable Victrola
Planned by C. Bruno & Son, Inc., a Sales Pro-
ducer— Popular With Dealers

The window display of the camping scene fea-
turing the portable Victrola, which was shown in
the window of William Waldman, Victor re-
tailer, located at Forty-third street and Ninth
avenue, New York City, was such a decided suc-
cess that three duplicates were made of it by
C. Bruno & Son, Inc.. Victor distributors, New

Bruno Window Much in Favor

Vork City. The original display in Waldman's
window was planned by C. Bruno & Son, Inc.,
and successfully executed by E. G. Evans, of
that organization. It has proved an actual sales
producer. Air. Waldman reports that he has
traced four sales directly to it, one amounting
to $90.

The display is not a cardboard cut-out, but all
real. The window consists of an outing-clad fig-
ure, with pipe in hand and sitting on'a tree stump,
listening to the Victrola located on an adjacent
stump. A regulation "pup" tent, log camp fire,
camp cooking and dining equipment, canoe pad-
dle, fishing tackle and grass mat are among the
ether material used, together with a big drop-
curtain of a lake scene. Through the means of
blue and green electric bulbs many artistic light-
ing effects can be obtained, such as twilight, day-
light and night effects. The display is adaptable
to any window of a minimum five-foot depth and
six-foot width.

C. Bruno & Son, Inc.. have placed these four
displays at the disposal of their Victor retailers
and are putting them out on a small rental basis
for a period of two weeks to each dealer.

The demand for the displays has been so heavy
that it has already become a problem to arrange
the bookings, as all four are booked solid for
some weeks ahead. The display has proved an
undoubted success in stimulating interest in port-
able models.

COTTON FLOCKS

. . FOR,

Record Manufacturing
THE PECKBAM MFG. CO., new ark, ^ J£e j*

Former Vice-President Elected to Succeed the
Late Henry Gennett

Richmond, Ind., July 5. — The Starr Piano Co.,
of this city, has announced the election of Harry
Gennett, formerly vice-president of the company,
to the position of president to fill the vacancy
occasioned by the recent death of Henry Gen-
nett. Harry Gennett has already assumed his
new duties, with which he is quite familiar.

The Secretary of State has authorized the in-
crease of the capital stock of the Starr P.ano
Co. from $200,000 to $2,500,000. Of this latter sum
$1,000,000 is common stock and $1,500,000 is 7
per cent preferred stock. A stock dividend of
300 per cent has been declared payable to the
common stockholders in the new common stock.
The balance of the common stock and the pre-
ferred stock remain in the treasury of the com-
pany, but will be used to advance the interests of
the company, particularly to further extensions
of the plant at Richmond, Ind., and the Gennett
Recording Laboratories in New York.

Columbia Dealer Sells 132 Grafonolas in Less
Than Eight Weeks — Intensive Sales Drive
Produces Results of Satisfactory Kind

BRICK'S MUSIC _H0USE CHARTERED

Brick's Music House, of Brooklyn, N. Y., has
been granted a charter of incorporation in this
State, with a capital of $5,000. The concern,
which will deal in talking machines, was incor-
porated by C. and M. Brick.

Brewtox, Ala., July 6. — Grafonolas to the num-
ber of 132 sold in less than eight weeks is the
record of the Ha'nje Specialty Co., of this city,
as the result of a strenuous advertising campaign,
which was coupled with efficient and intensive
salesmanship. J. A. Hainje, president and gen-
eral manager of the company, seems to be de-
termined to place a Columbia Grafonola in every
home in this section, and at the present rate he
is moving will undoubtedly reach his goal. The
132 Grafonolas sold in less than eight weeks rep-
resented a carload shipment and the Hainje
Co. accomplished what was considered the
miraculous in disposing of these instruments in
such a short while. Starting business here a
few years ago Mr. Ha'nje has specialized in the
sale of Columbia Grafonolas and records. While
he deals in other lines of household specialties
the Columbia line is handled exclusively in his
music department, and his record business is in-
creasing so rapidly that additional facilities will
soon be required to meet the demands of a grow-
ing clientele.

The Belvidere Disc Co. was recently incorpo-
rated in New York, with a capital of $25,000, by
J. Black, E. E. Effron and S. Baum.

FELT

We are prepared as never before to give
prompt delivery.

Turntable Felt

The name of a special product made by the American Felt Company for
the Talking Machine Trade.

It possesses features which distinguish it from Felts made by this com-
pany for other purposes.

Only our special Turntable Felt is good enough for leading Talking Ma-
chine Manufacturers, who use it exclusively.

American Felt
Company

TRADEi

.MARK

BOSTON
100 Summer St.

NEW YORK
114 East 13th St.

CHICAGO
325 So. Market St.

THE TALKING MACHINE WORLD

July 15, 1922

.00

Gibson-Snow Co.,

Syracuse, N. Y.

State of New York with the excep-
tion of towns on Hudson River below
Poughkeepsie and excepting Greater
New York.

Griffith Piano Co.,

60S Broad St., Newark, N. J.

State of New Jersey.

Hessig-EIljs Drug Co.,

Memphis, Tenn.

Arkansas, Louisiana, Tennessee, Mis-
sissippi.

Kiefer-Stewart Co.,
Indianapolis, Ind.

State of Indiana.

Reasons

is the easiest

The Sonora Portable is the surest cash-sale maker for
the summer months ever offered to phonograph dealers. It
is the easiest portable to sell because it combines in the
highest degree possible the two qualities a portable should
have — compactness and tone quality.

Easiest to Carry. The Sonora Portable is not only small and
conveniently shaped for carrying, but weighs only 16 lbs.

Large Record Capacity. Carries 18 records in perfect safety
in its own case — enough for many weeks' outing.

Finest Tone Quality. With the utmost economy of space and
bulk, the Sonora Portable has been so scientifically developed
that its tone quality is typical of the clarity and volume for
which Sonora is famous.

Handsome in Appearance. As a traveling piece the Sonora
Portable — with its cover of genuine calf-skin — excites the
same admiration produced by the finest English hand-luggage.

The Highest Class Talkin

Lee-Coit-Andreesen Hardware
Co.,
Omaha, Nebr.

State of Nebraska.

M S & E,

221 Columbus Ave., Boston,
Mass.

Connecticut, Rhode Island, Massachu-
setts, Maine, New Hampshire and
Vermont.

C. L. Marshall Co., Inc.,

514 Griswold St., Detroit, Mich.

Michigan, Ohio and Kentucky.

The Magnavox Co.,

616 Mission St., San Francisco,
Cal.

Washington, California, Oregon, Ari-
zona, Nevada, northern Idaho, Ha-
waiian Islands.

Southern Drug Company,

Houston, Texas.

Southeastern part of Texas.

Southern Sonora Company,

310-314 Marietta St., Atlanta, Ga.

Alabama, Georgia, Florida and North
and South Carolina.

The Fox-Vliet Drug Company,

Wichita, Kans.

Southern part of Kansas, Oklahoma
(except 5 N.E. counties) and Texas
Panhandle.

Doerr-Andrews-Doerr,

Minneapolis, Minn.

States of Montana, North Dakota,
South Dakota, Minnesota.

July 15, 1922

THE TALKING MACHINE WORLD

Why the

portable to sell

Most Compact. Its dimensions, Hl/2 in. x Hy2 in. x 9 in.,
make it possible to tuck the Sonora Portable away in almost
any space, in the canoe, motor, motor-boat or tent.

Best Materials Throughout. In addition to the calf-skin
cover, the Sonora Portable is provided with stout spring-
locks, strong leather handle, and nickel-plated trimmings.

A Full-fledged Phonograph. The Sonora Portable is equip-
ped with a substantial motor of double-spring type, large am-
plifying chamber, regulation tone arm, and plays all makes of
disc records, including diamond point and sapphire ball
records.

Guaranteed. Like all Sonora phonographs, the Sonora
Portable is covered by a guarantee expressing the full
confidence of the manufacturer.

Sell this wonderful money-maker this summer. Write the
jobber in your territory for particulars. (See list below.)

Machine in the World

C. D. Smith Drug Co.,

613 Arcade Bldg., St. Louis, Mo.
St. Joseph, Mo.

Missouri, northern and eastern part
of Kansas and 5 counties of N.E.
Oklahoma.

Moore-Bird & Co.,

1751 California St., Denver, Colo.

States of Colorado, New Mexico and
Wyoming east of Rock Springs.

Strevell-Paterson Hardware Co.,
Salt Lake City, Utah.

Utah, western Wyoming and south-
ern Idaho.

C. J. Van Houten & Zoon,

720 S. Michigan Ave., Chicago, 111.

Illinois and Iowa.

Yahr & Lange Drug Co.,

Milwaukee, Wis.

Wisconsin, Upper Michigan.

Sonora Co. of Phila., Inc.,

1214 Arch St., Philadelphia, Pa.

Eastern Pennsylvania, Maryland, Del-
aware, District of Columbia and Vir-
ginia.

.00

Sonora Dist. Co. of Pittsburgh,

505 Liberty Ave., Pittsburgh, Pa.

Western Pennsylvania and West Vir-
ginia.

Long Island Phonograph Co.,

150 Montague St., Brooklyn, N. Y.

All of Brooklyn and Long Island.

Greater City Phonograph Co., Inc.

311 Sixth Avenue, New York.

Counties of Westchester, Putnam
and Dutchess ; all Hudson River
towns and cities on the west bank of
the river, south of Highland ; all ter-
ritory south of Poughkeepsie, includ-
ing Greater New York, with the ex-
ception of Brooklyn and Long Island.

THE TALKING MACHINE WORLD

July IS, 1922

PONSELLE AT TEXAS RADIO STATION

Famous Columbia Artist Broadcasts at Kelley
Field — San Antonio Concert a Signal Success

Upon her recent visit to San Antonio, Tex.,
Miss Rosa Ponselle. famous operatic soprano and
exclusive Columbia artist, was prevailed upon to
have her voice broadcasted at Kelley Field, where
the United States Government radio station is
located. The singing radius of this station is
2.000 miles and Miss Ponselle's concert was heard
in Laredo, Brownsville, Eagle Pass and El Paso.

DIRECT FACTORY PRICE — JUST MENTION THE QUANTITY

MOTORS CASTINGS
TONE ARMS Grey Iron

REPRODUCERS and Brass for

TURNTABI ES
MOTOR FRAMES
TUNE ARMS
HORNS and THROATS

Direct Quantity Importations On

D. R. DOCTOROW

Stylus Bars

Screw Machine Parts

Talking Machine Hardware

JEWEL and STEEL (Bulk or Packed)
PHONOGRAPH NEEDLES
GENUINE RUBY BENGAL MICA

Vanderbih Ave. Bldg.
51 East 42nd Street, New York
Tel. V anderbilt 54.62
Murray Hill 800

C. ALFRED CLARK A REAL SAILOR ANNOUNCES NEW STARR CONSOLE

Managing Director of Gramophone Co., Ltd., Has
Crossed the Ocean Seventy Times

Style 19 Added to Starr Line — Has Many Attrac-

One of the interesting personages who at-
tended the convention of the National Associa-
tion of Talking Machine Jobbers at Atlantic
City last month was C. Alfred Clark, managing
director of the Gramophone Co., Ltd., London,
England, who spent some weeks in conference
with the Victor Co. officials. While Mr. Clark
was being introduced at the convention a news-
paper man saw a real opportunity of asking the
conventional question: "What do you think oi
the United States?" "Quite well," replied Mr.
Clark. "You know this is my seventieth cross-
ing." The laugh was general. Mr. and Mrs.
Clark sailed for home late in June.

tive Features — Dealers Pleased With
Appearance — Plan Fall Campaigns

Its

The Starr Piano Co., Richmond, Ind., has just
introduced, the Style 19 Starr phonograph, which
bids fair to become one of the most popular
models in the Starr line. The accompanying
illustration will give some idea of the artistic

MAKES PLEA FOR THE RECORD

Miss Ponselle at San Antonio

At the concert that she gave in San Antonio Miss
Ponselle was obliged to give fourteen encores
and the newspaper critics devoted considerable
space to the wonderful performance given by
this famous operatic soprano.

MAX LANDAY "SOME" GOLFER

Max Landay. of Landay Bros., the prominent
Victor dealers of New York City, recently spent
a few weeks' vacation at beautiful Otsega Lake
and Cooperstown, N. Y.. accompanied by his wife
and family. He participated in the annual golf
tournament of the American Association of Ad-
vertising and displayed quite some form in this
ancient and honorable game of the Scots, which
has been so wisely adopted by wide-awake Amer-
icans as a means of relaxation and physical well-
being.

Recently in one of the large hospitals an un-
fortunate soldier who had been severely wounded
during the late war and who is now in a state of
slow convalescence was so deeply impressed with
the joy and pleasure caused bj- the music ren-
dered on a Victor record that its frequent abuse,
which often came under his observation, aroused
his indignation and the poetical effusion herewith
was the result of his rumination:

A Victor Record Speaks

Xo one seems to think of me,

They keep me in a rack ;

Sometimes I'm thrown around the room,

Or piled up in a stack,

They only want to use me

When they want a dance or song.

And the way that I am treated

Is a shame — I say it's wrong.

Don't let a worn-out needle
Ever travel 'cross my rills,
For if it's not sharp it scratches,
And gives me nasty chills.
You'll find that I'll do better,
If you'll brush me ere I start;
And if you do not speed me
I'll sing and dance my part.

New Stair Console, Style 19
appearance of this new instrument, and Starr
dealers throughout the country are planning to
use the Style 19 as the basis for their Fall pub-
licity campaigns.

This new Starr model is thirty-three inches
high, thirty-six and one-eighth inches wide and
twenty-one and one-eighth inches deep. Its me-
chanical equipment includes all of the distinctive
Starr features that have contributed so mate-
rially to the success of this well-known line, and
its cabinet design is in keeping with the attrac-
tiveness of the general Starr line.

TONE ARMS for Portable Machines
TONE ARMS for Medium Priced Machines
TONE ARMS for High Grade Machines

Quantity prices from $2 up, including sound box

Let us know your requirements and we will quote you prices

The Phillips Octagon Throw Back Arm No. 5
Equipped with No. 3 or No. 5 reproducer
Special Quantity Prices on Request

The William Phillips Phono Parts Corp.

145 West Forty-fifth Street

New York City

July 15, 1922

THE TALKING MACHINE WORLD

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I The Six Essentials in Retail Store Success 1

| By FRANK H. WILLIAMS

BBManUinnilinilllM

What are the six most essential things in mak-
ing a success of a retail talking machine store?

Here's what they are, according to a success-
ful Middle Western dealer in this special field:

1 — The right goods.

2 — The right prices.

3 — A good location.
-I — Courteous, efficient sales people.

5 — Attention-arresting newspaper advertising.

6 — Attractive window displays.
What are the six things you have found in

your experience, Mr. Talking Machine Dealer, to
be the most essential in making the success you
have made of your establishment?

Certainly it does seem as though the above-
six things are just about as important as any-
thing in the world in making a success of a store

unless the matter of adequate capital might be
added. Certainly no dealer can sell talking ma-
chines unless he has satisfactory, well-known in-
struments to sell. Nor can he sell machines and
records unless his goods are priced right. A
merchant can, of course, get people under some
conditions to come to an out-of-the-way loca-
tion, but a good location is, undoubtedly, a big
asset. Courteous, efficient sales people will sat-
isfy and hold the trade while attention-arresting
newspaper advertising and attractive window dis-
plays will get people into the store where the
sales people can sell them.

Consider these points in connection with your
store, Mr. Dealer. Are you slipping up on any
of these essentials to the making of a big suc-
cess in the retail talking machine business?

COMPARES TRADE WITH A YEAR AGO

Dealers Are Too Busy to Think of Summer Dull-
ness, Says Dun's Review

Existing business conditions contrast sharply
with those of a year ago. Instead of the re-
pressed demands of the earlier period current buy-
ing in various lines reflects breadth and activity,
and price advances, rather than declines, now
predominate. Less is heard at present than was
the case last year of the quieting influence of the
hot weather Summer months, because there is
more work to be accomplished, and it is signifi-
cant that the question as to whether business has
improved has changed to discussion of the extent
and scope of the revival.

While the recovery has actually been in prog-
ress for many months, it had come so slowly and
irregularly in different quarters as not to be
widely noticed, and some unsatisfactory phases
had raised doubts as to the character of the for-
ward movement. Recent statistical exhibits, how-
ever, have caused a more general recognition
of the fact that the commercial situation has

H. N. McMenimen

Consulting Engineer

Consultation by appointment on
every phase of the phonograph in-
dustry, including :

Recording, Plating and
Pressing

Motor, Tone-Arm and
Reproducer Design

Patent and Model
Development

Sales Promotion and
Advertising Plans

Laboratory:

Scotch Plains, N. J.

Tel. Fanwood 1438
Offices:

2 Rector Street, New York

Tel. Rector 1484

taken a decided turn in the right direction, gains
in iron and steel output, in building permits, in
railroad traffic and in bank clearings being among
the favorable indices. Supporting these and
other measures of progress is the more confi-
dent sentiment in many channels and the increas-
ing disposition to anticipate future requirements.

GILLINGHAM SAILS FOR JAPAN

Well-known Recording Expert Joins Forces of
Nipponophone Co., of Yokohama — Identified
With the Industry for Many Years

Lewis E. Gillingham, one of the best-known
phonograph recording experts in the East, left
New York on July 1 for Yokohama, Japan,

and will be associated
with the Nippono-
phone Co., of that city,
as research engineer.
Mr. Gillingham has
had extensive experi-
ence in the record
manufacturing indus-
try, having been iden-
tified for more than
L. E. Gillingham eighteen years with

the Victor Talking Machine Co. For several years
lie was head of the Aeolian Co.'s recording labo-
ratory and was also general manager of the Rode-
heaver Record Co. For some time past he has
■ been associated with the engineering department
of the Columbia Graphophone Co., at Bridgeport,
Conn.

A MOST ARTISTIC ANNOUNCEMENT

Fitzgerald Music Co. Tells Public About Acquisi-
tion of Brunswick Line by Means of an
Unusually Artistically Prepared Folder

Los Angeles, Cal., July 3. — One of the cleverest
and most artistic announcements of the acquisi-
tion of a line of talking machines that has been
produced in a long time is that of the Fitz-
gerald Music Co., 727-729 South Hill street, this
city, which recently added the Brunswick line of
phonographs and records to its stock.

The announcement is in the shape of a folder
on heavy brown stock, which bears the title on
the outside, "For the Advancement of Music."
The text on the inside, arranged on old ecclesi-
astical lines and printed in dark brown, calls at-
tention to the tone and quality of the new line
and mentions several of the famous artists who
record for the Brunswick.

MME. SCHUMANN-HEINK HONORED

Los Angeles, Cal., July 5. — Mme. Ernestine
Schumann-Heink, world-famous contralto, was
made an honorary Doctor of Music by the Uni-
versity of Southern California here recently on
the occasion of her sixty-first birthday. Mme.
Schumann-Heink will remain in California some
time before returning East.

REGAL

Regal has been

a consistent leader
in the popular-
priced record field
— from the first!

Naturally!

Regal offers re-
lease priority —
a superior qual-
ity-

-and depend-
able dealer
service ;
plus —

—a larger Regal
catalog to fill
the wider
Regal de-
mand.

That explains
Regal's leader-
ship — quality

— service!

Write us today
for details!

REGAL RECORD CO., Inc.

20 W. 20th ST

NEW YORK

THE TALKING MACHINE WORLD

July 15, 1922

Al Jolson has gone Coo Coo. His morning's morning
of bird seed finally set him twittering and "Coo Coo"
is the result. It's a scream. Frank Crumit, on the
other side, comes right back with "Stumbling." We
hope to be able to make enough of this record to go
'round. A-3626.

Columbia Graph ophone Co.

NEW YORK

STUDIES CAUSE OF SALES DECLINE

Interesting Results of Questionnaire Regarding
Talking Machine Sales Sent Out Recently by
National Retail Dry Goods Association

The National Retail Dry Goods Association,
which some time ago made a very exhaustive
survey of the talking machine field, particularly
in relation to the handling of machines and rec-i
ords in department stores, recently sent out a
questionnaire in an effort to discover the cause
of the decline of sales in that field. The ques-
tionnaire, it must be remembered, covered talk-
ing machine conditions in the department stores
in which the Association is naturally interested.
It therefore does not give a fair approximation
of the actual conditions in the talking machine
industry, particularly as it does not fully con-
sider the accomplishments of the small dealers,
who by their individual efforts and more strenu-
ous campaigning have built up a fairly good busi-
ness when compared with the talking machine
sections in the department stores. The results
of the questionnaire embodied in the report give
the following conclusions in part:

"From figures just received from forty-six lead-
ing stores there was evident during the months
of February, March and April a curtailment of
phonograph buying by the public amounting to
about 15 per cent in dollars-and-cents volume as
compared with the same period last year.

"On the other hand, thirteen out of the forty-
six stores replying showed increases up to 146 per
cent and the average increase for these stores
during the months of February, March and April
was about 30 per cent. These increases have been

ATLANTIC JR.

Crystal Receiver

s18.00

Ready for Installation

Atlantic Instrument Co.

INCORPORATED

13-21 PARK ROW NEW YORK

due to special stimulation — special prices, offering
lower and longer terms of payment on instalment
purchases, adding more lines to give great variety
to the department, featuring special low-priced
machines or the introduction of other new mer-
chandising appeals.

"Twenty-eight stores reported decreases ' for
the same period as compared with last year's
business, these running as high as 75 per cent.
Numerous reasons were given for this falling-off.
Several stores expressed the opinion that phono-
graphs were essentially a luxury commodity,
and the curtailed purchasing power of the public,
reacting against luxuries, has, therefore, directly
affected the sale of these articles.. This was
especially evident in replies from mid-Western
stores in agricultural communities.

"The lack of construction of new homes has
been given as another reason, as it was pointed
out that during the last two years the intensified
selling efforts made by phonograph companies
have almost saturated the market, and machines
will only be purchased by people opening up new
homes.

"Several stores put some of the blame for the
decrease on the popular interest in radio. On the
other hand, a number of stores varied in this
opinion, stating that radio was more of an indi-
vidual hobby for men and boys, and was not a
home proposition as yet, so that it could not be
compared with the phonograph.

"The high prices of phonograph records was
another complaint made by the stores for de-
creased sales. Many of the stores which have
been able to increase business during this period
have done so through the sale of low-priced rec-
ords selling for about 49 cents."

ENLARGE "TALKER" DEPARTMENT

L. Bamberger & Co. Open Fine New Depart-
ment— Unit Construction Co. Installs Demon-
stration Booths — C. W. Morgan in Charge

Newark, N. J., July 6. — The large addition to the
L. Bamberger & Co. store on Market street, this
city, has resulted in greatly increasing the space
of the talking machine department, which has
been moved to a portion of the sixth floor ad-
joining the piano department. >

The new location is most attractive and twen-
ty-two sound-proof record demonstration booths
have been constructed on the sides of the depart-
ment, leaving the center of the floor space clear
for the display of the Victor, Brunswick and
Pooley machines, which the firm handles. The
installation of the booths was made by the Unit
Construction Co. and the department is un-
doubtedly one of the most handsome in this sec-
tion of the State. The booths are finished in
old ivory and their attractive arrangement makes
this a convenient place for shoppers. The entire
music department is under the supervision of
W. J. Connelly, and C. W. Morgan has suc-
ceeded C. A. True as manager of the talking
machine department. Mr. Morgan has had wide
experience in the talking machine business.

"A RECIPE FOR SUMMER JOY"

W. J. Dyer & Bro., Victor Distributors, Prepare
Handsome Portable Folder for Distribution by
Victor Dealers to the Purchasing Public

St. Paul, Minn., July 3. — The Victrola portable
models are being featured by W. J. Dyer & Bro.,
Victor distributors, of this city, in a unique and
clever manner. A quantity of folders for dis-
tribution by the dealers has been prepared.
When closed, ready for mailing, the first thing
that strikes the eye of the recipient is an illus-
tration headed by the title, "A Recipe for Sum-
mer Joy." The obverse side of the folder con-
tains an illustration of the Portable No. 50 with
some text concerning the advantages of owning a
Victrola. The inside is completely taken up with
an illustration of a Victrola portable model, Style
IV, on a green background. The value of the
machine as a means of entertainment is cleverly
brought out both in the text and the illustration.

AVOIDING AND REMEDYING MISTAKES

Mistakes are better never made — but the next
best thing when an error does creep in is a
prompt report and a frank acknowledgment by
the one who makes it. That shows the mistake
was of the hand and not of the heart. It costs
less and is better for all concerned to have an
error adjusted on the spot rather than later on — ■
and is much more satisfactory to have a mistake
reported by an employe than by a customer of
the house.

Victor
Wholesalers

The House

Mellor

Pittsburgh

since

1S31

July 15, 1922

THE TALKING MACHINE WORLD

If- „

If .mini* ic
li f^^»i in

Geor

gia

Geor

gia! My home

sweet

home

j&EORGIA

IttL. Irresistible Fox Trot -Full of Rhythm and Snap - Its a Hit

"(Jou cant go u/rona
With d/iyye/st'sonj?"

Proved Instantly Popular in Vaudeville
— A Great Favorite with Dancers.

HEAR IT NOW .

EDDIE CANTOR PRESENTS COLUMBIA BUYERS OF RECORDS CANNOT PLAY THEM FOR PROFIT

Well-known Comedian and Columbia Artist
Presents Gift to 111 Theatrical Writer

Eddie Cantor, famous musical comedy and
vaudeville star and exclusive Columbia artist, re-
cently presented a Columbia Grafonola to Miss
Nellie Revelle, who is at present in St. Vincent

Eddie Cantor and the Columbia Grafonola

Hospital, New York. Miss Revelle is one of the
best-known members of the theatrical world, hav-
ing formerly been a prominent press representa-
tive and now doing special writing for the lead-
ing theatrical magazines. Miss Revelle has been
confined to St. Vincent Hospital with spine trou-
ble for the past three years, and Mr. Cantor pre-
sented her with the Columbia Grafonola to re-
lieve the tediousness of her confinement.

EQUIP TRUCKS WITH RADIOPHONE

Many merchants throughout the country are
taking advantage of the radio for publicity pur-
poses, which in some instances are of a unique
character. Several concerns in the West have
even equipped their delivery trucks with a radio-
phone and as the machine is driven through the
streets the news and music is received from the
broadcasting stations and amplified for the delec-
tation of pedestrians.

When Copyrighted Musical Numbers Are Used a License to Exploit the Records for Profit Must
Be Secured From the Copyright Owner — A Legal Point of Great Interest Elucidated

An important question of law which should
be understood by talking machine men recently
came up in a controversy between a restaurant
owner and the owner of copyrights of certain
musical compositions recorded on these records.
The facts as related by the Brunswick Despatch,
which follow, are interesting:

The Goldstein-Migel Co., of Waco, Tex., sold
a number of Brunswick phonograph records to
Mrs. Pittman, who operates a cafe. She played
these records on a phonograph in her cafe and
was advised by the resident counsel of the
American Society of Composers, Authors and
Publishers that she was infringing upon copy-
rights owned by members of that society.

The matter raised the question as to the rights
of purchasers of phonograph records in relation
to the copyright law of the United States.

The Brunswick-Balke-Collender Co. obtained a
competent legal opinion on the point. Reduced
to its simplest and most understandable terms,
the opinion is as follows:

The U. S. statutes involved state that the copy-
right owner has the sole right to perform a musi-
cal composition in public for profit, unless that
right is waived or assigned in some way to some
other party. In the case of Victor Herbert vs.
Shanley Co., 242, U. S. 591, it was held by the
court that where a copyright musical composition
was performed by an orchestra in a hotel, this
constituted a public performance for profit, al-
though the only charge made was for the food
served, there being no specific charge made either
for admission or entertainment. The theory of
this case was that where music is performed in a
restaurant the charge for food is so regulated as
to make the public pay for the music.

The copyright owner of musical compositions
in making a royalty agreement with record man-
ufacturers gives those manufacturers the right to

make and sell records in the usual way, which is
for use in homes, etc.

Consequently, under this opinion, owners of
cafes, restaurants, shoe shining parlors and other
places operating for profit are guilty of a viola-
tion of the copyright law in playing phonograph
records for their patrons, unless they comply with
that law by securing a license from the copyright
owner.

TO EQUIP STORE IN GOTHIC DESIGN

Grimmler & Co. Close Contract With Zimmer-
man-Bitter Construction Co. for Full Equip-
ment of Their Store — Trade Outlook Pleases

The Zimmerman-Bitter Construction Co., New
York, manufacturer of general store equipment,
reports that since its entry into the talking ma-
chine field a short time ago the demand for its
equipment has been very gratifying. The com-
pany is now working on four different jobs re-
cently contracted for, and is now making bids on
several others, which it expects may be turned
over shortly. The latest contract secured by the
company is for the complete renovation and
equipment of Grimmler & Co., at 2544 Broadway,
corner of Ninety-sixth street, New York City.
This equipment calls for the very finest material
and workmanship, and when completed will rep-
resent one of the best store equipment jobs which
it has yet installed. The general scheme is to be
of Gothic design in the interior of the store, while
the show window is to have the appearance of
French windows. Officials of the company are
very enthusiastic over the way its product has
been received by the trade in general, and it is
expected that in a short time the company will
be firmly established as a manufacturer of high-
grade store equipment.

TRUCKS

The Lea Phonograph and Talking Machine Truck
must be used to be appreciated.

With it one man can handle the Edison Chippen-
dale, Victor No. XVII, Cheney No. 6 Queen Anne
and other large models. This truck also fits the
smaller sizes.

It is only a one-man job to deliver your instru-
ment from the showroom to any apartment floor.

Piano trucks, hoists, covers, straps, movers' sup-
plies. May we send you a circular and prices?

Made only by

Self Lifting Piano Truck Co.

FINDLAY, OHIO

£2

THE TALKING MACHINE WORLD

July 15, 1922

i
i

Records

The Records of Quality

"A line no live dealer can afford to be
without."

"One sale makes a steady customer for
Okeh."

SO SAY THE Okeh DEALERS!

e link up these superior Records with
Consolidated Service — filling your orders
promptly in every case. We can help
you make your business grow if you will
give us the opportunity. It will pay you
to investigate.

Write Us For Our Dealers9 Proposition

Consolidated Talking Machine Co.

227 W. Washington St.

Chicago, 111.

Branch: 2957 Gratiot Ave., Detroit, Mich.

1
1

July 15, 1922

THE TALKING MACHINE WORLD

AEOLIAN CO. HOLDS ANNUAL OUTING AND BALL GAME

Piano Department Team Wallops Vocalion Team in Exciting Contest — Game Followed by Elabo-
rate Dinner With T. H. Fletcher Acting as Toastmaster — Entire Affair Most Enjoyable

verses appropriate to the occasion were sung by
the gathering, and a particular hit was made
by some special parodies on members of the
Aeolian staff, written and sung by Cliff Hess.

Over seventy members of the executive and
sales staffs of the Aeolian Co. attended the annual
cuting and baseball game held at Tarrytown, N.
Y., on Saturday, June 24, and voted it the most
successful outing of the series. It was an ideal
day, particularly in the country, and the majority
had the privilege of enjoying the motor trip along

of the runs on his side. A look at the score
will prove how hard he worked.

A homer in the ninth inning and some sensa-
tional playing on both sides served to excite the
spectators, who were interested in a pool on runs
and -who took pleasure in eliminating various in-
dividuals as the number of runs increased. When

CLEVER COLUMBIA EXHIBIT

Display of Products Used in Making Columbia
Records Attracts Attention

Bridgeport, Conn., July 6. — A "Made in Bridge-
port Week" was held here recently, in which the
products manufactured by local firms were given
special prominence in windows and stores of the
city. Conspicuous among the displays was an
exhibition of Columbia Graphophone products
featured by the George B. Clark Co. The process
of making a record was exhibited here; the vari-
ous products used in record manufacture were
displayed and a number of Columbia machines
were also shown. The display attracted con-
siderable attention.

THREE NEW VICTOR DANCE RECORDS

Victor Co. Announces Special Release of Dance
Records Which Were Put on Sale on July 14

The Aeolianites at Their Annual Baseball Game

-The Winning Piano Department Team. 2 — The Vocalion Team. 3 — Cliff Hess Leans on the

Hit. 5 — I.aurino Fans Again

Pill.

-The First

the Hudson from New York to the scene of the
picnic.

The baseball game was the first feature and, as
usual, was held on the grounds of the Hackley
School, where the participants had the use of
the magnificent pool, the showers and other
facilities. The team representing the piano de-
partment cleaned up again, winning over the
Vocalion team by a score of 18 to 2. The score,
however, did not indicate as it should the ex-
citement of the game, for there were some real
ball players in the field and some of the plays
would have done credit to big league stars.

C. A. Laurino captained the winning piano
team, and did some sensational work to the
plaudits of the gallery. Laurino had charge of
the arrangements of the outing, as usual, and nat-
urally felt it incumbent upon him to give those
in attendance the proper amount of action. Cliff
Hess and his cigar helped in keeping the Vo-
calion team from facing the disgrace of a shut-
out, but Charlie Tracy, of the Vocalions,
although walloped on the knee by a ball, bragged
loudly that he was responsible for 50 per cent

the nineteenth run seemed to be the limit Moe
Stein opened up his heart and his flask, but when
the final twentieth came in he closed down tight
on both.

There was talk at one time of members of the
Vocalion team chipping in for a pair of glasses for
Frank Nichols, the umpire, it being declared that
his eyesight failed just as the ball passed the
plate and that his guesses were generally wrong.
Hess declared that his nose was grazed by a
ball officially announced as a strike.

Following the game and the settlement of the
various disputes — friendly, of course — arising
therefrom the party adjourned to the Philipse
Manor Yacht Club, where they enjoyed an
elaborate menu amid the very pleasant surround-
ings. After the dinner T. H. Fletcher, man-
ager of the retail department of the Aeolian Co.,
assumed the role of toastmaster and introduced
several speakers, including Charles Goldman,
president of the Bronx Board of Trade; C. A.
Laurino, C. Arthur Longwell, Moe Stein, man-
ager of the Bronx branch of the Aeolian Co.;
D. F. Cordingly and several others. A number of

The Victor Talking Machine Co. has an-
nounced the release of three splendid new
dance records, which were ready to be placed
on sale by the retail trade on July 14. The first
of the records bears "Lonesome Mama" and
1 Memphis Blues," fox-trot, played by the Vir-
ginians; the second, "Soothing," played by the
All-Star Orchestra, and "Night," played by the
Club Royal Orchestra, and the third, "It's Up
to You" and " 'Neath the South Sea Moon," fox-
trots, played by Whiteman and his orchestra.

JAMERSON MUSIC HOUSE OPENS

St. Louis, Mo., June 26. — The Jamerson Music
House, the latest addition to the music stores of
this city, was recently opened at 223 Collinsville
avenue, with a complete line of pianos, player-
pianos, talking machines and small musical in-
struments. The members of the firm are E. W.
Jamerson, well known in musical circles as an
accomplished pianist; Charles E. Scruby, also a
prominent musician, and Eugene F. Schirmer.

OPTIMISTIC OVER OUTLOOK

A. L. Jewett, general traveling ambassador for
the Starr Piano Co., makers of the Starr piano
and Starr phonographs, in Richmond, Ind., was
a visitor to New York the early days of the
month, and in a chat with The World expressed
himself as optimistic regarding the general out-
look for the talking machine trade next Fall.

Model 17. Mahogany, Golden
Oak or Fumed Oak, 75-record
file. Emerson music-master horn.
Exposed metal parts gold
plated. A beautiful machine
worth many, many dollars more
than we ask.

Emerson Phonographs

at startling low prices

WHAT would it mean to you to be able to offer your customers a
beautiful, nationally known, high-grade Emerson Phonograph at
a price so low that it seems ridiculously impossible — and yet be able to
make a fine profit on them? You can do so. We have a number of
Emersons, fine, new machines, which we made up for the Emerson Co.,
which we can sell you at a price you will scarcely believe possible. We
want to break even and that's all. You and your customers get the
benefit. You know the Emerson — how really high grade it is — and what
a splendid reputation it has. Cash in on this real buying opportunity!

Write for full information

The UDELL WORKS :: Indianapolis

28th Street and Barnes Avenue

THE TALKING MACHINE WORLD

July 15, 1922

ANNOUNCING

THE STYLE XIX

STARR

PHONOGRAPH

STYLE XIX
Oak, Walnut or Mahogany

Height, 33 inches; width, 36^ inches; depth,
21^ inches; adjustable tone-arm for playing
all disc records; high-grade, silent, Starr-made
motor; twelve-inch turn-table; speed control;
automatic motor stop; tone regulator; nickel-
plated hardware; one package steel needles;
filing system.

The Style XIX Starr is an instrument
you'll be proud to have on your floor.
Not only has it the features and re-
finements now expected of the modern
phonograph, but it possesses beauty and
dignity throughout and is replete with
that quality of workmanship which has
made all products of Starr origin
famous for half a century.

Silver Grain Spruce, "the music wood
of centuries," forms the path for the
perfect tone reproduction through the
"Singing Throat" of the Starr Phono-
graphs. All tones are produced with
exact fidelity to the original. That is
why we say "The difference is in the
tone.

You'll marvel at the tone of Style XIX
as well as its other features of obvious
merit. Let us send you further infor-
mation.

Silver-grain Spruce, "The Music Wood of Centuries," Makes
"The Difference in the Tone" of the Starr Phonograph

The Starr Piano Company

Established 1872 Richmond, Indiana

NEW YORK— CHICAGO— LOS ANGELES— BIRMINGHAM— DETROIT— CINCINNATI— CLEVELAND
INDIANAPOLIS— BOSTON— JACKSONVILLE— LONDON, CANADA

TuLY i5 1922 THE TALKING MACHINE WORLD 55

A New Dance Craze

STUMBLING

A FOXTROT ODDITY

You can't, &o wron£x,

With any FEISTsongr

HEAR IT NOW

5tum-blin^dll-a-round,Stum-blin^ all a-rouad,5tum-blin^all a-roundso fun-ruj, Stum-blin^here and thcrc.5fum-blin^ ev -ry-whereAndlmust de-clai'e-

FORMS SWANSON SALES CO.

R. W. Moon General Manager of New Com-
pany— Will Merchandise Swanson Portable
Phonograph — Offices Located in New York,
Chicago and Los Angeles — All Central Points

R. W. Moon, general manager of the Swanson
Sales Co., was a visitor to New York the past
few weeks, making arrangements incidental to
the merchandising of the Swanson portable
phonograph, for which his company is the sole
sales representative. Before leaving for his home

How Parmelee-Dohrmann Co. Featured the Swanson

in Los Angeles Mr. Moon announced that the
New York office of the Swanson Sales Co. will
be located at 1133 Broadway. The company also
maintains offices in Los Angeles and Chicago, 111.,
and plans have been completed for an intensive
sales campaign in behalf of the Swanson port-
able.

This portable, which weighs only fifteen and
cne-quarter pounds, has a number of distinctive
features, including a wooden tone arm. It is
equipped with a Heineman thirty-six double-

spring motor, and its general design provides for
maximum compactness with a minimum of an-
noyance and inconvenience. Mr. Moon plans
to merchandise the Swanson portable phonograph
through jobbers and dealers and within the next
few weeks will announce the names of the
jobbers who have already been appointed.

The Swanson portable phonograph is not a
newcomer in the industry, as it has been manu-
factured in Chicago for the past few years. Un-
der Mr. Moon's direction, however, the factory
facilities have been increased tremendously and
arrangements have been made whereby the out-
put will be sufficient
to meet the demands
of the trade.

At the present time
the Swanson portable
phonograph is being
merchandised by a
large number of the
well-known talking
machine dealers on
the Pacific Coast, and
among these is the
Parmelee - Dohrmann
Co., which maintains
seven stores on the
Coast. In its Los Angeles store the Parmelee-
Dohrmann Co. recently featured the Swanson
portable phonograph in an attractive window
display and Mrs. H. P. Howard, manager of the
talking machine department, states that this dis-
play was responsible for a large number of
direct sales and an invaluable list of prospects.

NEW REPEAT-A=RECORD JOBBER

Rudolph Wurlitzer Co. Appointed Jobber for
New Repeater — Important Deal Means a Wide
Distribution for This Repeating Device

PLANS TO ADD RADIO

Canadian Concern Notifies Trade That It Has
Two Sets Under Consideration

Talking
Machine
Supplies

and

Repair Parts

SAMUEL ESHBORN

65 Fifth Avenue
New York

Cincinnati, O., July 5. — P. E. Snell, of the Re-
peat-A-Record Co., of Los Angeles, manufac-
turer of the Repeat-A-Record, a new repeating
device, was a visitor to this city recently and
while here closed a very important deal with
the Rudolph Wurlitzer Co., whereby this con-
cern becomes a distributor for the Repeat-A-
Record. Mr. Snell received the initial order and
plans have been made for an extensive sales
and publicity campaign in behalf of this re-
peater. The Rudolph Wurlitzer Co., with its
various wholesale branches and many retail
stores, is in a splendid position to give this new
repeater an excellent sales representation, and
the Repeat-A-Record Co. is co-operating with
the Wurlitzer organization in every possible way.

London, Ont., July 8. — The following letter to
the trade has been issued by the Starr Co. of
Canada, Ltd.: "Following our policy of keeping
fully abreast with the times, we now have op-
tions on two radio sets considered the best on
the market to-day. These will be available for
Starr dealers just as soon as we are satisfied
in regard to the patent, plus the satisfactory
results from these particular sets. Starr dealers,
therefore, need not make arrangements outside
of this company for their radio requirements.
On the other hand, it is not our intention nor
desire to place radios in the hands of Starr
dealers until we are absolutely satisfied in con-
nection with the patents laws, and also we wish
to give the radio proposition time to find its
proper level, that is, we have no intention of
placing stock of radio part sets with Starr
dealers and then have the equipment improved
upon with stock remaining in the dealer's hands
"The two sets we have under consideration
are undoubtedly the best offered to-day, and
just as soon as we get one or two matters
cleared up in regard to these Starr dealers will
receive announcement from us."

Earl C. McNeil, 5711 Pasadena avenue, Los
Angeles, Cal., is planning to enter the talking
machine and musical instrument business.

The Whiteside Music Store, Colton, Cal., has
been succeeded by Eckland's Music Store.

Main-Springs

For any Phonograph Motor
Best Tempered Steel

Bach

% inch x 10 feet for all small motors $ .30

il •• x 10 " " Pathe, Columbia. Heineman 3j

1 " x 10 " " Columbia 40

1 " i 11 " " Columbia with hooks 50

1 •' x 13 " " Victor, old style 45

1 " x 15 " " Tictor, new style 50

IVi " x 18 " ". Victor, new or old style 70

1 " x 12 " " Heineman and Pathe 45

1 " x 10 " " Saal, Silvertone, Krasberg 45

1 " x 13 " " Saal, Silvertone, Brunswick 50

1 " x 16 " " Sonora, Brunswick, Saal 60

1 3/16 " x 18 " " Heineman and Pathe 75

1% " x 25 " " Edison Disc 1.50

SAPPHIRES— GENUINE

Pathe very loud tone, each 15c, 100 lots $11.00.
Edison Loud-tone, each 15c; in 100 lota. $11.50.

TONE-ARMS

The very best, loud and clear, throw-back $4.50

With large reproducer, very loud. Universal 4.00

With smaller reproducer, but loud and clear 2.50

PHONOGRAPH NEEDLES

We can give you best price on Brilliantone. Magnedo, Wall-
Kane, Tonofone, Nupoint, Gilt Bdge. Incas and Velvetone
Needles.

ORDER RIGHT FROM THIS AD

Send for price list of other repair parts and motors.
Terms — F. O. B. St. Louis. Mo. Send enough to cover
postage or goods will be shipped by express.

The Vat's Accessory House

1000-1002 Pine St. St. Louis, Mo.

THE TALKING MACHINE WORLD

July IS, 1922

M I L W A U K -E E

Decided Improvement in Trade — Portables in Favor — Badger's
Effective Advertising Campaign — Victor Sales School in Fall

Milwaukee, Wis., July 8. — As conditions im-
prove in the Milwaukee industrial world a cor-
responding improvement is reflected in the talk-
ing machine trade. A better feeling seems to
have developed within recent months and vol-
ume of sales for June, compared with the same
month for the preceding year, shows a mate-
rial increase.

A Message of Cheer

"Our records show that sales of talking ma-
chines this year are better than those of a year
ago and nearly equal to the record season two
years ago," declared Sam Goldsmith, of the
Badger Talking Machine Co., Wisconsin dis-
tributor for the Victor Talking Machine Co.,
expressing the opinion held by most distribu-
tors and jobbers here. 'We find that sales are
increasing instead of falling off as the Summer
season progresses. July and August, which had
hitherto been considered dull months, will be, in
all likelihood, listed among the banner months ot
the year if the trade continues as well as it
started the Summer session in July.

"All factories in the city are working at capac-
ity and 'Help Wanted' signs are seen in the in-
dustrial districts. The poorer class of people
who had been compelled through lack of funds
to postpone buying anything but strict necessi-
ties can now satisfy their tastes, possessing the
necessary funds.

"We are selling the medium-grade machines at
this period, mostly to the middle classes. The
wealthier trade is not in the market for anything
but portable talking machines for their Summer
homes, vacation tours and camping trips. In the
Fall, upon their return, the higher-grade stock
will again show signs of activity. For the pres-

ent we are content to accept the large volume of
trade in the lower-priced machines."

This condition and state of affairs was found
to be the same in practically every distributing
and jobbing house in the city visited by The
Talking Machine World correspondent. Expen-
sive stocks are inactive; medium grades are sell-
ing well.

Many Portable Models Sold

One of the features of the Summer-month
sales is the unprecedented demand for portable
talking machines. Jobbers declare that the de-
mand for these machines has spread and that
every music lover who is in a position to do so
purchases a portable machine for his Summer
outing. Excellent sales are reported in northern
Wisconsin, in the lakes and parks district and in
the upper peninsula of Michigan, the haven of
vacationists.

Dealers in the Summer resort cities have had
the forethought and experience to lay in large
stocks of the portable machines. Several Mil-
waukee distributors of standard makes report
emergency orders filled and others received from
many of the dealers in the famous Wisconsin
lakes and parks district who had sold their stocks
earlier than the most optimistic had predicted.
Records Moving Apace

Sales of records are keeping pace with the
Summer trade in talking machines. The aver-
age vacationist lays in a large stock of new rec-
ords and goes on his Summer tour, returning in
the Fall for newer releases. Jobbers are issuing
booklets containing ideal "vacation libraries,"
lists of records suggested for the Summer camps
that are assisting materially in record sales pro-
motion.

Wisconsin, "The Playground of America," is
an ideal field for portable talking machines and
Summer records, and a canvass of Milwaukee dis-
tributors who supply this territory indicates that
a goodly volume of trade is yet to be enjoyed
during July and August.

The Phonograph Co. reports excellent sales in
the New Edison, together with a corresponding
trade in Summer dance hits and popular songs in
the records. Consistent advertising is responsi-
ble to a great degree for the popularity of this
line in the territory.

Grafonola Sales Booming

"The Columbia Grafonola sales for June easily
surpassed those of the preceding month," said
R. H. Walley, representing the line in the eastern
half of Wisconsin. "Columbia machines still rank
with the leaders in popular favor," he declared,
resting for a moment to discuss market condi-
tions with The Talking Machine World corre-
spondent. "Sales to the country trade, usually
the poorest buyers, have greatly improved, due
to excellent crop reports and general all-around
good feeling in the agricultural districts. City
dealers have no difficulty in keeping their stocks
in constant motion."

Sales Record for Sonora Portable

The leather-covered Sonora portable phono-
graph is establishing new records for the Sum-
mer, according to Fred E. Yahr, president and
general manager of the Yahr & Lange Co., job-
ber for the Sonora in Wisconsin and northern
Michigan. The portables are easily the features
of the Summer, he declared. The Yahr & Lange
Co. is running semi-weekly advertisements fea-
turing the Sonora portable and records to stimu-
late and encourage the Summer sales.

A. G. Kunde Returning From Europe

Mr. and Mrs. A. G. Kunde sailed from London
last week on their return from a three-month
European tour. Mr. Kunde, formerly one of the
prominent Columbia dealers in the city, now mar-
kets the Gennett records, with headquarters at
344 West Water street. He also handles the
Starr phonographs. Upon his return to Milwau-

mm. %rnWS cd.

Flexlume Signs

Advertising at Low Cost

A Flexlume Electric Sign will tell your story to thousands at a cost
of only a few cents a day. They are the kind with the raised, snow-
white glass letters standing out from a dark background — perfect day signs
as well as night signs. Flexlumes have greatest reading distance, lowest
upkeep cost, most artistic designs.

Let us send you a sketch showing a
Flexlume to meet your particular needs.

FLEXLUME CORPORATION

36 KAIL STREET BUFFALO, N. Y.

Flexlumes — Electric Signs Made Only by The Flexlume Corporation

July 15, 1922

THE TALKING MACHINE WORLD

"The Parade of The Wooden Soldiers" is one of the
reasons why "Chauve Souris," the Russian Vaude-
ville Show, has taken New York by storm. Ray Miller
and His Orchestra have woven this martial music in
miniature into a fox-trot that won't let your feet be-
have. "Twas in the Month of May" from the same
show is on the reverse. A-3628.

Columbia Graphophone Co.

NEW YORK

kee he plans the institution of an intensive adver-
tising campaign. Billboards at vital points on the
city's highways and the State trunk roads have
been leased by him. A number of leaflets and
"gem selection" pamphlets will be printed and
large semi-weekly advertisements will be run in
the local newspapers. Mr. Kunde, together with
a number of other prominent jobbers and whole-
salers, plans to start after Fall business early in
August and will start his advertising campaign
around that date. He intends to feature the
Starr phonograph, particularly the new styles,
and Gennett records in an effective way.

Plans Victor Campaign

Harry A. Goldsmith, secretary of the Badger
Talking Machine Co., was found comfortably
located in his new offices at 191-193 Fourth
street busily engaged in mapping out another
Summer advertising campaign. He has prepared
a list of records, termed a "suggestion list," con-
taining a few choice records, mostly classical and
old favorites. It will be printed and distributed
to dealers to be used as a sales stimulus. Past
experience has shown that the little pamphlets
have more than proved their worth.

"Business may be classed as pleasantly fair,"
said Mr. Goldsmith in reviewing the present mar-
ket conditions. "Summer season, usually slack,
will not be dull during this 3'ear's vacation pe-
riod. People seem to have more money to spend
this Summer than they did last year and are
satisfying their tastes for music. The vacationist
who can get away to country homes and camps
is purchasing portable machines and a large stock
of popular songs and dance hits to tide him over
until his return. On the other hand, the urban-
ites who are doomed to remain in the city are
seeking Victrolas to while away or dance away
the warm Summer evenings.

"The outlook for Fall is surprisingly encourag-
ing and we are sure that our hopes will not be
blasted in wishing for an active Fall movement
in records and machines. In preparation for Fall
sales I am getting up a large number of adver-
tisements to be set up, with a good layout, proper
type balance, to be sent, together with all neces-
sary cuts, to our country-town dealers, so that
simultaneously with the launching of our cam-
paign in the big cities the smaller towns will like-
wise be covered with Victor ads.

To Open Victor Sales School

"Early in the Fall we will open our Victor Sales
School and all retailers and their clerks in Mil-
waukee, Wisconsin and upper Michigan are in-

j RECORDING j

FOR THE TRADE

We have a modern well-equipped
laboratory with facilities for pro-
ducing the highest grade record-
ings. We Solicit Your Business

I
j

vited to attend. One week of intensive training
in sales promotion, under the supervision of Vic-
tor experts, will be given. We have not decided
definitely the exact week that will be chosen for
the training, but announcements will be sent out
within the coming week to that effect. We ex-
pect a large number of out-of-town dealers to
attend the sales school."

Invents New Needle

The necessity for using more than one style of
needle to obtain different tones from the music
of the phonograph will be eliminated when a
new needle invented by George E. Bernecker,
president of the Standard Accessory Corp.. this
city, comes into general use.

"In experimenting with phonograph needles,"
said Mr. Bernecker, "I found that the vibration
causing the sound affected the surface of the
needle only. The needle-point travels on the
record along a spiral path, on the side of which
there are little grooves. This travel causes vibra-
tion on the needle. Changing the shape of the

needle changes i'.s vibration and the tone of the
music produced.

"An idea struck me. Why not make a needle
with an irregular profile and see what would
happen? I tried it out. I took an ordinary stand-
ard needle and made a groove or indentation on
one side of it. When I put it on the record
with the grooved side toward the needle's track
the music given out was low and soft. When
the straight edge was turned in the music was
loud. By rotating the needle to a point in be-
tween the music was reproduced in a tone of
medium quality."

Steady Demand for Brunswick

The Brunswick-Balke-Collender Co.'s local
branch, under the management of Thomas I.
Kidd, reports that machines and records of the
Brunswick make are holding their own with the
leading standard instruments. Records are mov-
ing in a steady stream through the Milwaukee
branch and market reports from Manager Kidd's
offices are anything but pessimistic.

NOW THE FLETCHER RECORD CO.

Plant of Olympic Disc Record Corp. Purchased
by Harry Pace and John Fletcher and Will Be
Operated by a New Corporation

The plant of the Olympic Disc Record Corp.,
located at Meadow and Creek streets. Long
Island City, according to an announcement, was
recently purchased jointly by Harry Pace, of the
Pace Phonograph Corp., and John Fletcher and
has been reorganized as the Fletcher Record Co.,
Inc. The officers of the company are: John
Fletcher, president, and Harry H. Pace, vice-
president and treasurer. Mr. Fletcher has long
been known in recording circles, having been
one of the pioneers in that field. He was
the organizer and head of the old Operaphone
Co., Inc., which one time occupied the same
plant, it later being taken over by the Olympic
Disc Record Corp. on whose staff Mr. Fletcher
was retained in executive capacity.

The Fletcher Record Co., Inc., has been oper-
ated, since the acquisition, exclusively for the
production of Black Swan Records marketed by
the Pace Phonograph Corp. It is understood
that the plant is now running to capacity and
the arrangement with the Pace Phonograph Corp.
gives this latter company exceptional facilities,
not only for quantity production, but for the
rendering of unusual service, owing to the loca-
tion of the plant.

Harry Pace, president of the Pace Phonograph
Corp., in speaking of the development of his
company, said: "We are now issuing ten num-
bers a month instead of three, on which basis
this business was started. We do our own re-
cording, plating, pressing, as well as printing of
every description, in the above plant."

There is some likelihood that in the early Fall
Mr. Fletcher will revive the pressing of the
Olympic record.

OPENS OFFICES IN NEW YORK

The Superior Phono Parts Co., 560 Grand
street, Brooklyn, N. Y., recently opened up
offices at 799 Broadway, New York City. The
company distributes phonograph parts of all
kinds, including main springs, tone arms and
motors and has recently added radio parts to its
line. It looks for an increased demand for its
product in the early Fall.

Manhattan Recording Laboratories

48 West 39th St. New York I

The clerk who acts in a condescending manner
toward the customer who asks to see some
cheaper models is curtailing the firm's profits.

Sharpen the Fibre Needle

Without removing it from the

Tone Arm of the Phonograph

It's 5 years ahead of the times
CONVENIENT

MECHANICALLY RIGHT
Very Simple

LIDSEEN

FIBRE NEEDLE

CUTTER

LIDSEEN PRODUCTS

832-840 So. Central Ave.

CHICAGO

THE TALKING MACHINE WORLD

July 15, 1922

"Genius is but the infinite capacity for taking pains"

Where Father Passes on
to Son His Talent
and His Craft

oA Typical Story oj
Cheney Workers

Klass van Bolhause was known
for forty years in Groningen, Hol-
land, as a cabinet maker par excel-
lence. Having brought bis son
Berend up in the craft, he passed
his business on to him when he
died at the age of seventy. Berend
for thirty years maintained the
name and fame of the family.
His son, John van Bolhause, in
turn tutored in the art, entered the
business at seventeen, and ten
years later, in 1913, sought wider
opportunities in America. Today,
with his fellow craftsmen, he is
building into Cheney cabinets the
character and beauty that have
helped to make The Cheney
known as the "Master Instru-

Poets, it is said, are born — not made. So it is with
every art where genius lends wizardry to the fingers of skill

In the Cheney factories, located in the heart of one of
the greatest furniture building centers in the world, father
and son stand side by side putting into Cheney cabinets
all of the enthusiasm of youth and the talent of age.

Cheney cabinets excel because Cheney workmen excel.
They are artists and craftsmen just as surely as the guild
workers of old. Scores of Cheney workmen are scions of
a long line of cabinet makers and are devoting their lives
to making furniture worthy of their names. Their rich
heritage of genius is being preserved for future genera-
tions— they are building it into the beautiful cabinets of
The Cheney.

The Cheney Talking Machine Company

CHICAGO

Cheney

The Master Instrument

"The Longer You Play It, the Sweeter It Grows"

July 15, 1922

THE TALKING MACHINE WORLD

BUFFALO

Victor Dealers Come Together
at Annual Outing — Business
Improving — Trade Activities

Buffalo, N. Y., July 8. — The annual outing of
the Victor Dealers' Association of Western New
York was held at the Automobile Club at Clar-
ence, N. Y., on June 28, and was one of the
most enjoyable in the history of the organiza-
tion.

Meeting at Elmwood avenue and West Utica
street, at noon, one hundred dealers, salespeople
and members of their families motored to
Clarence, where the afternoon and evening were
spent. A ball game between the Coo Coos and
the Kicky Koos was the first event of the day,
the Kicky Koos winning, 13 to 9. Julius Szabo,
of Bieda Bros., won undying fame by hitting
a home run, while John Wills, of the C. N.
Andrews wholesale store, drove out a three-
bagger which cleaned the bases.

A program of games, races and athletic events
was held and provided thrills and entertainmeni
in abundance. Winners of the contests for la-
dies were: 50-yard race for lightweights, Miss
Ruth Shirk; 50-yard race for heavyweights, Mrs
J Kibler; baseball throw, Mrs. C. Wright;
broad jump, Mrs. H. Childs; balloon race, Miss
Isabelle Berryman.

In the men's contests the winners were: 50-
yard race for lightweights, H. A. Clark; 50-yard
race for heavyweights, Hal F. Clark; wheel-
barrow race, Wright and Bensching; broad
jump, Joseph Quirk; tug of war, Melzer team.

Dinner was served to ninety-three guests at
7 o'clock. Speechmaking was barred, it was
announced by Acting President B. E. Neal. At
the conclusion of the banquet dancing was en-
joyed until a late hour. Most of the stores of
Western New York were closed in honor of the
event.

C. E. Siegesmund, chairman of the committee
on arrangements, received congratulations for
the splendid manner in which the outing was
conducted and for the general excellence of the
program. Prizes of real value were obtained
and awarded to the winners in each event.
General Business Improving

General business conditions among the Buf-
falo and western New York trade are showing
a gradual improvement, although June sales
were not up to the expectations of many dealers.
The outstanding feature of the present condi-
tion is .the optimism which is held by dealers.
The retailers are practically unanimous in their
conviction that early Fall will see the return of
normal business in the talking machine world.

Sales now are running large to portables and
other models which are in general use in camps
and resorts. Record demand is seasonal, with
emphasis on the dance and lighter numbers.

Columbia dealers in this territory profiting by

the intensive advertising campaign report June
an excellent month in volume of sales. Dealers
who conducted individual campaigns in connec-
tion with the national advertising are more than
pleased with the results obtained.

There is unusual interest among Columbia
dealers in the release of the new Columbia port-
able. Lew Berk, songwriter and publisher and
proprietor of the Song and Gift Shop, of Roches-
ter, has just concluded a successful sale of the
Columbia "Gallagher and Shean" record. A
unique window display helped increase the vol-
ume of sales to near record proportions.
New Victor Dealer in Warsaw

C. N. Andrews, Victor wholesaler, has added
another live account to the growing list of re-
tailers which he is serving. The Ballantine
Hardware Co., of Warsaw, N. Y., has opened a
talking machine department. This firm takes
over the franchise of the J. C. Hoffstetter Co.,
whose business house was recently destroyed by
fire. The Hoffstettej company will not resume
business, it is understood.

As announced exclusively in last month's
World, Mr. Andrews has been very fortunate in
adding to his force C. E. Siegesmund, former
president of the Talking Machine Dealers' Asso-
ciation of Buffalo. Mr. Siegesmund recently re-
tired from the retail branch of the trade.
Death of Lawrence F. Lewis

Regret was expressed here at the death of
Lawrence F. Lewis in the DeGraff Memorial
Hospital, at North Tonawanda. For several
years Mr. Lewis had been working on an in-
vention which, if completed, would have been a
great step forward in the production and opera-
tion of automatic musical instruments, it is be-
lieved. The device upon which he was at work
consists of a number of strong magnets, and is
intended to replace motors in talking machines
and other instruments. It is understood Mr.
Lewis brought the device so near perfection that
its completion is practically assured, despite his
death.

Benj. Neal Honored by University

Benjamin E. Neal, president and treasurer of
Neal, Clark & Neal, and active head of one of
Buffalo's largest talking machine and record
stores, has just been elected an alumni trustee
of Syracuse University. Mr. Neal defeated Wil-
liam J. Harvie, of Auburn, for this honor, which
has seldom been conferred on any save persons
residing in the immediate vicinity of Syracuse.
A spirited campaign preceded the election.
The Columbia at Chautauqua

Some exceptionally good work was done at
the convention of the American Federation of
Women's Clubs at Chautauqua Lake, N. Y., by
the educational department representatives of
the Columbia Co. Aided by several assistants,
W. A. Willson gave a number of demonstra-
tions with Grafonolas, special attention being
given to the school outfit with pushmobile.

Duci di Kerekjarto, Columbia artist, visited
a number of dealers here during a recent en-
gagement in Buffalo. He was accompanied by
M. H. Batz, city sales representative. Mr. Kerek-

jarto's records are most popular in the Buffalo
and, in fact, throughout this territory.

Recent visitors at the Buffalo Columbia branch
include J. W. Besch, Gowanda; S. Saeli, James-
town; Robert Mann, Warsaw; F. W. Bolender,
Cuba; G. F. Schafer, Batavia; Mrs. J. Cona,
Rochester, and Mrs. M. Reickhoff, Niagara
Falls.

Work Started on New Factory

Ground has been broken for the new factory
of the Artizan Factories, Inc., at North Tona-
wanda. Among the products of the new firm
will be talking machines, it is understood; also
office furniture and interior woodwork.

Recent Change in Jamestown

The newly formed Walter Andrews Piano
Co. has purchased the stock and business of the
Goranson Music House, at 101 East Third street,
Jamestown, and will occupy the quarters of the
latter store. The new company, of which Wal-
ter Andrews is president and treasurer, is having
a complete new talking machine department inT
stalled and will handle several makes of in-
struments and records.

Two New Departments

Two new talking machine departments were
opened here in June, that in the new Kurtz-
mann retail store in the Pierce Building and
that in the new store of J. N. Adam & Co. in
Washington street. Both are attractive and are
notable additions to Buffalo's beautiful stores.

INTRODUCES NEW REPEATER

Repeat-A-Record Now Ready for Trade— Will Be
Merchandised Through Jobbers and Dealers —
Has Various Distinctive Features

Los Angeles, Cal., July 3.— The Repeat-A-Rec-
ord Co., of this city, has just completed plans
for the manufacturing and merchandising of the
Repeat-A-Record, a new type of record repeater
that embodies several distinctive features. In a
circular recently issued the company calls atten-
tion to the following details: "Bevel-edge, which
conforms to the arc made by the needle while
traversing the record; adjustable rubber slide,
adjustable to all widths of music on ten-inch
records, prevents damage by returning needle;
trussed graduated grooves guide the needle, pre-
venting a lateral motion with no injury to the
sound box; a rubber wheel prevents surface noise
and scratching.

The Repeat-A-Record, which is made of steel,
case hardened and hard nickeled, will retail at
$1.50, and the company plans to merchandise its
product through jobbers and dealers. Jobbing
territory is now being allotted and an aggressive
sales campaign has already started.

KRUCK PIANO CO. CHARTERED

The Kruck Piano Co., of Philadelphia, Pa., has
been granted a charter of incorporation under
the laws of the State of Delaware to deal in
pianos and talking machines. The concern is
capitalized at $200,000.

The Madison

ACKNOWLEDGED THE BEST VALUE PORT-
ABLE MACHINE IN THE MARKET TODAY

Dealers Delighted with the MADISON. REPEAT ORDERS Prove Its Worth

Special Release of Imported Record

Symphony Concert Record No. 2824

10 Inch

Violin Solo

SOc.

RETAIL

and many other numbers. Write for complete list and dealer prices.

Souvenir de Drdla
Kubelik's Serenade

Size 13" wide — 12" deep — 7 'A" high

An Attractive Jobbers Proposition— Write for Territories

Madison Music Co., 1 14 E. 28th St., New York, N. Y.

THE TALKING MACHINE WORLD

July 15. 1922

FEDERAL CONTROL OF TRADE ASSOCIATIONS PROPOSED NEW GRAFONOLA HEADQUARTERS

Bill Recently Introduced in United States Senate by Senator Edge Has Aroused Considerable In-
terest in the Music Trade and Other Industries — Follows Secretary Hoover's Recent Investigation

Considerable interest is being shown by the
various trade associations in the music industry
in a bill recently introduced in the Senate by
Senator Edge, of New Jersey, Senate Bill No.
3385, which provides for Federal control of trade
associations by forcing those organizations to
file with the Federal Trade Commission the
names and addresses of their members, officers,
directors and committees, copies of their by-laws,
the minutes of all meetings and copies of all
resolutions and agreements entered into.

The bill also provides that the Commission
shall be supplied with copies of all statistics
gathered by the associations or for its benefit,
and that the Commission may give publicity to
such statistics if considered of interest to the
public. Under the measure it will also be neces-
sary for trade associations to notify the Commis-
sion seven days in advance of all meetings whether
general or of committees.

Trade associations and executives generally see
in the bill a real menace and a direct effort to
increase Federal control of general business,
which has already reached a point where it
proves a distinct hindrance in mam- instances. It
is felt that to comply with the requirements of
the new law, should it be passed, would interfere
materially with the activities and usefulness of
various trade bodies, and it is probable that the
opposition will make itself felt in no uncertain
way when the bill comes up for consideration.

In addition to the Edge Bill there has been
introduced in Congress what is known as Joint
Resolution No. 188, which provides for the "creat-
ing of a committee to investigate existing condi-
tions of industry and commerce in the United
States for the purpose of recommending to Con-
gress legislation defining the rights and limita-
tions of co-operative organizations as distin-
guished from illicit combinations in restraint of
trade."

The Edge Bill and the Joint Resolution have
developed out of the recent investigation of cer-
tain trade associations which engage in prac-
tices alleged to be illegal and in violation of the
Anti-Trust laws. Such associations are not in
any sense representative of trade bodies as a
whole, and it is felt that it is unjust to attack
and penalize all trade bodies indiscriminately for
the crimes of a few.

The Government, through Secretary Hoover,
of the Department of Commerce, has for some
time past been engaged in studying the trade
associations and their work, ostensibly for the
purpose of developing closer co-operation be-
tween the Government and business interests
through the medium of trade bodies. It is felt
that legislation such as that proposed would serve
to nullify any good work that has been accom-
plished at the meetings between Government of-
ficials and trade association executives.

AEOLIAN MUSIC FOR THE SHRINERS

Steinway Duo-Art Piano and Vocalion Phono-
graph on Special Train Which Carried Kismet
Temple Nobles to the Pacific Coast

When the Nobles of Kismet Temple, of Brook-
lyn, set out on the annual pilgrimage, this time
to the Pacific Coast, they engaged a special train
on the Pennsylvania Railroad. Sam Reider, gen-
eral passenger representative of the Pennsylvania
Railroad, who was in personal charge of the train,
had the comfort of the Nobles in mind to such
an extent that he arranged for the installation on
the train of a Steinway Duo-Art piano and a
Vocalion phonograph, with a liberal supply of
Red records. The music from the instrument
served to help pass many a long hour on the
trip through the South, going, and through the
Northwest and Canada, returning.

A REAL

Talking
Machine

Portable Form

Retail Price

Leatherette
Covered Case

MODERNOLA CO.,

Johnstown, Pa.

The Modernola Sales Co., Inc.
No. 929 Broadway New York City

Bungalow Grafonola Shoppe Opens for Business
in Duluth, Minn. — Well-equipped Store

Duluth, Minn., June 26 — Beautiful and unique
is the description accorded the Bungalow Grafo-
nola Shoppe, 101 West First street, just opened
for business. Duluth has no other spot like it
nor any that approaches it in its particular field.

Interior of Bungalow Grafonola Shoppe

Two Duluth young men, A. Edelson and Harry
Segal, are owners of the business, in which Co-
lumbia Grafonolas and records are handled ex-
clusively.

As one enters there is noted the actual replica
of a bungalow, with the doors leading to seven
sound-proof, glass-enclosed rooms, where selec-
tion of instrument or records may be made pri-
vately in comfort. The bungalow represents the
utmost in originality and beauty and is one of
First street's most notable points of attraction.

NO SUMMER SLUMP EVIDENT

Demand for Banner Records Suffers No Curtail-
ment With the Coming of the Summer Months,
According to Sol. Kronberg, of Plaza Co.

Sol Kronberg, manager of the Banner record
division of the Plaza Music Co., New York City,
recently stated that evidently Summer business
on the popular-priced Banner records seems to
show no curtailment. He credited this situa-
tion to the fact that every effort has been made
to supply the dealer with the biggest successes in
quantities prior to the height of the demand,
thus allowing the retailer ample time to meet
all demands.

"We are keeping the Banner quality up to the
highest standard and this in every detail, includ-
ing the musical recording, workmanship and the
material used. Our service to the dealer not only
means an immediate shipment of orders, but lib-
eral supplies of very attractive window display
material, catalogs, mats for newspaper advertis-
ing and the assistance of our advertising depart-
ment. The agencies for Banner records, arranged
for in different parts of the country, are showing
substantial increases from month to month."

NEW VICTOR ENVELOPE STUFFERS

Selected Records Advertised in Convenient Way
for the Use of the Dealer

The Victor Talking Machine Co. has arranged
to issue monthly domestic and foreign record
supplements in attractive envelope stuffers fea-
turing selected groups of records and intended
for the use of dealers in all letters they send out.
The first of the stuffers was issued with the
July supplements and lists seven records, in-
cluding Bartlett's "A Dream," the Berceuse from
"Joscelyn," "Love's Old Sweet Song," "There Is
Somebody Waiting for Me," and others.

COMMERCIAL REALIZATION CORP.

The Commercial Realization Corp., South
La Salle street, Chicago, 111., has .been granted a
charter of incorporation to deal in musical in-
struments, with a capital of $2,500. Incorpora-
tors are: Henry J. Brandt, W. R. Swissler and
A. L. Rittenberg.

July 15, 1922

THE TALKING MACHINE WORLD

A Real Musical
Instrument
for Children

Cabinet — Durable Diamond con-
struction throughout. Made from
selected veneers and hardwoods.
Built with infinite care by ex-
perienced cabinet makers. Height,
24 inches; width, 14 inches; length,
28 inches.

Finish Enameled in Gray, Blue

and Ivory. Washable finish. Blue
or old rose silk grille.

Motor Heineman motor cut

gears cast frame fully guaran-
teed removable motor board.

Tonearm D i e cast nickel

plated Artois reproducer.

Turntable Special 9-

inch felt faced — plays
all records, 10-inch or
smaller. Particularly
adapted to all children's
records, including Bub-
ble Books.

List Price, $25.00 each.
Six machines or over,

$15.00 each
Less than six machines,

$16.50 each

The Diamond
Juvenile Console

Diamond Juvenile
Furniture

Six pieces — 4 chairs, table
and hat rack. Juvenile
proportions. Durably
made. Beautifully enam-
eled and decorated.
Makes perfect juvenile
booth when installed with
the Diamond Console.
Fine for window display.

Six Pieces — $17.50
F.O.B. Oswego, N. Y.

New Profits from

Three Directions

The Diamond Juvenile Console is giving new impetus to
the entire retail talking machine industry.

It is the first practical talking machine for children.
Appeals instantly to youngsters. Sells itself to parents. Profit
is generous and turnover surprising.

Creates a real child's department. Brings youngsters into
the store. Stimulates buying of juvenile records.

Through children it brings parents into the store more
frequently. Thus it increases the sales of regular records.

Dealers say the Diamond Console is the greatest contribu-
tion to the business in years. Write for full particulars.

The Diamond Products Corporation

Executive Offices and Showrooms:
25 West 43rd Street, New York Factories : Oswego, N, Y.

THE TALKING MACHINE WORLD

July 15, 1922

NEW REGAL SALES MANAGER

Harry G. Neu Now Sales Manager of Regal
Record Co. — Aggressive Sales Campaign Un-
der Way — Company Announces That It Will
Market Through Dealers Exclusively

Harry G. Neu, formerly sales manager of the
Emerson Phonograph Co., has been appointed

of the dealers' requirements for developing a
profitable record business.

According to the plans of the Regal Record
Co., new lists will be issued monthly and the
records will retail at fifty cents as heretofore.
Fopular and standard numbers will be recorded,
and the merchandising plan calls for- distribu-
tion through the dealers exclusively. Mr. Neu
has organized an efficient sales staff and an
aggressive campaign has already been inaugu-
rated in behalf of Regal records.

Harry G. Neu

sales manager of the Regal Record Co., which
was recently incorporated under the laws of the
State of New York for the purpose of manu-
facturing Regal records. Mr. Neu, who is well
known in wholesale talking machine circles, has
been identified with the industry for a number
of years. Prior to becoming sales manager of
the Emerson Phonograph Co. he was sales man-
ager of the Emerson Record Sales Co., New
York, where he acquired an intimate knowledge

DENVER EDISON DEALERS ORGANIZE

Colorado Division Forms Association With W.
Le Roy Larson as President — Knight-Camp-
bell and Wells Co. in Radio — Other News

Denver, Colo., July 5. — An Edison Dealers' As-
sociation was launched at a meeting of dealers
from the Colorado division held in the Edison
department of the Denver Dry Goods Co. re-
cently. Dealers from Colorado, Wyoming, New
Mexico, Kansas and Nebraska were present. W.
LeRoy Larson, of Sidney, Neb., was elected pres-
ident and Carl Schultz, of Denver, secretary. The
organization is formed for an exchange of mer-
chandising ideas and problems that confront
Edison dealers. The plan is to meet semi-an-
nually. In the Association are eighty-five deal-
ers. The society was largely formed at the sug-
gestion of Norman D. Tharp, buyer of the Edi-
son department, wholesale and retail, of the Den-
ver Dry Goods Co.

June 21 in Denver found a temperature of nine-
ty-eight. Humanity sweltered. The Darrow
Music Co. took this psychological moment to
feature an old beer keg used for the mounting of
a phonograph. Two little doors cut in the side
of the keg, when opened, revealed the interior
workings of the talking machine. The tune '"How
Dry I Am!" coming from the keg hailed the
passer-by. who looked on thirstily, wishing he
could have such music with the good old stein

of beer. The idea was not entirely new, but
made quite a hit locally.

C. G. Campbell, president, and W. W. Brad-
field, treasurer of the Knight-Campbell Co., have
returned from the East, where they attended the
various trade conventions in New York and At-
lantic City.

At least two Denver music houses have gotten
into the radio game. Others contemplate giv-
ing out programs later. Each Tuesday night the;
Knight-Campbell Music Co. puts on a radio con-
cert. Many artists of prominence have been
heard under the auspices of this company and
Tuesday is known as Knight-Campbell night.
Alexander Saslavsky, violinist, and Alfred De
Voto, pianist, with their wives, are vacationing
in Denver and on June 27 the Knight-Campbell
Co. prevailed upon these two musicians to broad-
cast for the first time in their history a concert for
the benefit of radio fans. The Charles E. Wells
Music Co. also furnishes programs for radio fans
during the week, special artists giving piano and
vocal numbers.

A judgment for $250 was given in favor of Irv-
ing Berlin, Inc., New York, in its s'uit against
the Edelweiss Cafe, of Denver, in Federal Court
here. Berlin says the cafe orchestra had played
his copyrighted song, "My Mammy," without
paying royalty. Three other suits by Berlin
against the cafe, involving other popular songs,
were dismissed.

INVENTS NEW TVPE OF AEROPLANE

Washington, D. C, July 7. — Harry A. Berliner,
son of Emile Berliner, president of the Ber-
liner Gram-O-Phone Co.; Ltd., of this city, has
invented a flying machine that will rise from
the ground without the necessary forward run
of the ordinary aeroplane. A number of diffi-
culties remain to be overcome, but the progress
of the invention is being watched with interest
bv Government officials.

JEWEL Needle Equipment for the NEW EDISON

See Our Exhibit

lg PAGEANT OF PROGRESS

Showing Reproducer of Jewel Needle Equipment Turned
Up to Change Needle; Also Position When Not in Use

EXPOSITION
CHICAGO, ILL.
Booth 13, Section A

Showing Reproducer of Jewel Needle Equipment in
Position for Playing Lateral Cut Records on Edison
Phonograph

Showing Reproducer of Jewel Needle Equipment in
Position for Playing Vertical Cut Records on Edison
Phonograph

Plays all types of records. Operates the same as
the "EDISON" with the LEVER.

No adjustments necessary when changing from
lateral to vertical cut records. Stop prevents

swinging to the right.

Needle scratch almost entirely removed.

Turning back of Reproducer permits of easy
access to needle socket and saves records from

unnecessary scratching.

Is the ONLY equipment that plays vertical cut
records in the proper "EDISON" position with
the Reproducer turned FACE DOWN to the
record, giving it a floating action.

NOT

Just Another Equipment

BUT

a distinct improvement in
Tone Reproduction as well as
in Mechanical Construction
and Finish.

Send for descriptive circular
which contains "HINTS RE-
GARDING THE CARE OF A
PHONOGRAPH."
If your jobber does not handle,
write us.

Price the same. Liberal dis-
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GUARANTEED IN EVERY
WAY.

MONEY BACK IF NOT
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We handle highest grade
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Showing Back View of Jewel Needle Equipment in Posi-
tion for Playing Lateral Cut Records on Edison Phonograph

Needle CENTERS on all records.

Straight air-tight construction and absence of
movable joints insure perfect reproduction and
great volume.

Pivoted ball-joint insures perfect reproduction and
freedom of movement both vertically and hori-
zontally.

Weight is the lightest that can produce perfect
results, thus saving the record, and permitting a
freedom and sweetness of tone considered impos-
sible.

Indestructible NG'M-Y-KA diaphragms do not
blast, crack, split or warp, and are the greatest
development in phonographic sound reproduction
in years.

JEWEL PHONOPARTS COMPANY 154 W. Whiting St., Chicago

July 15, 1922

THE TALKING MACHINE WORLD

attractive cabinet completely housing all in-
struments, batteries, etc. Wired for West-
inghouse "set" or complete with Lyradion 5
stage non-regenerative set.

Radio and phonograph combined in the LYRADION
— your customers will prefer this line

Radio enthusiasts are expressing their preference for the Lyradion line
of attractively housed radio sets in no uncertain terms. While the lady
of the house has tolerated the old method of placing batteries and sets
on the library table and floors as a matter of necessity in the past, she is
now demanding the attractive Lyradion combination radio and phono-
graph completely housing instruments and batteries and offering dual
and perpetual entertainment features. Besides these attractive cabinets
harmonize with the furnishings of the modest, as well as the most luxur-
ious home surroundings.

The Lyradion instruments do not stop at
presenting radio in its highest form. They
make possible the perpetuating of popular
broadcasted selections by means of phono-
graph records and thus provide a source of
year around entertainment.

The wonderful Seabrook amplifying horn
used on all models is responsible for the re-
markable reproducing qualities of Lyradion
instruments. This horn employs entirely new
principles of sound reproduction which are
fully protected by basic U. S. patents.

Lyradion cabinets can be furnished wired
complete for Westinghouse 2 stage R. C.
sets or with Lyradion 5 stage non-regenera-
tive receiving set.

To the dealer or jobber who desires to make the most
of radio, the Lyradion line offers unusual opportunities
for volume sales and quick turnover. Every owner of a
Westinghouse set is a prospect for a Lyradion cabinet.
Those who have not purchased radio sets are prospects
for a cabinet with Lyradion set.

Territory is being rapidly allotted — dealers or jobbers
should write or wire immediately for proposition.

Lyradion Sales & Engineering Co* 11

'Which is Plant No. 5 of the Dodge Mfg. Co. Radio only. Permanently wired to com-

J o Jo pletely house a Westinghouse set or com-

Mishawaka, Indiana KENYON W. MIX, Director plete with Lyradion non-regenerative set.

Lyradion Italian Renaissance

Combination radio and phonograph. A
beautiful hand carved cabinet in polychrome
finish for large homes and clubs. Wired for
Westinghouse "set" or complete with Lyra-
dion 5 stage non-regenerative set. All in-
struments and batteries completely housed.

THE TALKING MACHINE WORLD

July 15, 1922

TOLEDO

Energetic Sales Efforts Result
in Better Business — Opening of
New Stores — The Month's News

Toledo, O., July 3. — Talking machine mer-
chants are putting their shoulders to the wheel
and are securing a consistent volume of Summer
business. The old bogy that the warm months
are just naturally dull and that customers can-
not be coaxed into the store has been routed and
the gospel of hard work, little play and much
push is being substituted.

Dealers have experienced a nominal revival in
trade and the odor of victory is in their nostrils.
In most stores advertising and sales campaigns
have been launched recently or are being con-
tinued unabated — often with a new twist or un-
usual angle — destined to interest the most elu-
sive buyer. New approaches are constantly be-
ing invented with the result that the reward
justified the effort.

Charles H. Womeldorff, general manager of
the Toledo Talking Machine Co., is highly en-
thusiastic over the convention of the Victor
jobbers at Atlantic City. He states this year's
gathering easily ranks as the most helpful and
beneficial of any yet held.

Early Ordering Urged

Dealers are being urged to place orders now
for Victrolas to be delivered in thirty or sixty
days, else it will be an impossible task to supply
the demand which is sure to come before many
moons. A few retailers have realized this and
are placing orders, but by far the greater num-
ber are still watching and waiting. These, it is
feared, will lose many sales because of a short-
age of stock and unpreparedness to meet condi-
tions which are steadily growing better.

Larger Quarters the Rule

Summer resort dealers at Petosky, Bay View,
Mackinaw and other popular northern Michigan
watering places are reporting an awakening in the
demand for talking machines and supplies. As a
result orders are being booked more freely. The
outlook is for a prosperous season's trade, accord-
ing to W. B. Gannon, Toledo Talking Machine
Co., representative for Michigan. Several De-
troit clients of this company are planning to move
into new quarters at an early date, among them:
The Markowitz & ZurofF Music Co., Hastings
street, which will move into a larger and finer

location direct^- opposite its present store; the
Henry S. Doran Co., which moves to a new shop
on Washington street, and the Goldberg Phono-
graph Co., which will likewise occupy new-
quarters.

Further, the formal opening of the new three-
story store of R. D. Malcolm, Kearsly street,
Flint, Mich., was an event of the middle of June.
This was not only attended by patrons and
friends, but by many persons from outside the
city. The store is one of the most complete and
convenient ill every way to be found anywhere.
Handsome New Toledo Store

Whitney, Blaine & Wildermuth Co., Toledo,
now occupies the new upstairs store at 620 and
622 Adams street. This is one of the busy down-
town thoroughfares. The store interior is deco-
rated in fawn and mahogany. The demonstra-
tion booths are old ivory and are composed of
French door designs, thus making each light and
very attractive. A feature worthy of special
mention is the arrangement of the booth interior.
A settee or wicker chair is placed at a point
back from the door and the machine for demon-
strating purposes is just inside the door. There-
fore, when a customer enters the room and is
seated it is never necessary to pass in front of
her or to apologize for discourtesies. The booths
are constructed for quick, efficient service and all
waste motion has been eliminated. Then, too,
each room is provided with a perfect ventilation
system. Record racks are finished in old ivory
and are so arranged that a customer may be
served in a jiffy. Miss M. Plotkin is in charge
of the department. A formal public opening
will be held in the near future, according to
Henry Wildermuth, treasurer of the company.
Portables in Demand

At the LaSalle & Koch Co., according to R. O.
Danforth, manager of the Victrola Shop, a steady
increase in sales is being registered. June is show-
ing a substantial growth over last June. Portables
are in brisk demand for canoe and cottage use.
Large machines are likewise selling well, more
than at any time within the past two Summers.
Some Live Publicity

Grubbs Music Shoppe is exploiting current
hits in an unusual manner. At the LaBounty
Lakeside Ballroom, the La Tabernilla, Toledo
Beach, Walbridge Park and other nearby resorts
neatly painted cards displayed in prominent places
state, "All numbers played in this hall are on
records and sheet music at Grubbs Music
Shoppe."

In addition to this Grubbs is distributing a total
of 60,000 concert programs for the various munici-

pal outdoor band concerts. Each program lists
one or two hits as a part of the program being
rendered, and endeavors to couple the number
with records sold at the store. In this manner
the Shoppe, the concert and the selection are
brought together and each shares in the pub-
licity of the other. The plan has been instru-
mental in bringing many new faces into the
store.

Rae & Maxwell have evolved a novel method
of marketing portables that, have been used. A
sign such as this has been placed in a large
display window, "Don't take your good machine
to the cottage, come in and rent a small one
from us." The experience is that few cus-
tomers rent one of the instruments, but that they
usually buy outright. The card draws them in-
side and gives the salesman the opportunity of
applying his art.

At Grinnell Bros., according to R. C. Elwell,
manager of the Victrola department, a pleasing
increase in record volume is recorded, particu-
larly in popular selections. Also a favorable in-
crease in Victrola sales to the early vacationists
featuring Style 50 is reported. These buyers
will be followed up in the Fall with a canvass
for records and a proposition for exchanging the
small outing machine for a larger instrument for
the house.

Sales Staff Enlarged

At the Record Shop a healthy increase in rec-
ord sales is reported by Pratt Egbert, manager.
Several additions to the sales force have been
made. The increase in sales is attributed to the
fact that the store is selling records and not
merely clerking or passing out numbers asked for.
This change has shown that, while persons
do not buy readily or freely, nevertheless they
will buy if given plenty of service and appealed
to in the proper way.

Some Popular Recordings

"Lovey Dove," from "The Rose of 'Stamboul,"
fox-trot, Carl Fenton's Orchestra; "The Sun
God," fox-trot, Isham Jones' Orchestra, both
Brunswick records, and "Rosy Posy," from "The
Blushing Bride," and "California," Vocalion rec-
ords, are enjoying wide popularity.

Strong Demand for Portables
At the J. W. Greene Co., Talking Machine Man-
ager A. E. Kopf states a brisk demand exists for
portable Victrolas. Never in the history of the de-
partment has there been so many Style 4-6-9 and
50 Victrolas sold during the vacation season.
Moreover, many talking machines have been sold
which went as gifts to June brides.

Takes on New Lines

In line with the expansion policy of the house
the following changes are announced: The
Brunswick phonograph agency has been acquired
for Freemont, O. A downtown branch store will
be opened and will be in charge of C. E. Struble,
who is now representing the J. W. Greene Co.
in that city. Further, the Cheney agency was se-
cured for Fostoria, where a branch store is main-
tained in charge of Geo. Moore.

Miss Manton, of the record department of the
Toledo store, is spending her vacation in short
sojourns to nearby resorts. A. E. Kopf, manager,
is motoring East to Washington, Baltimore and
other points. The intention is to spend some
time at the Victor factory.

The Lion Store Music Rooms, according to
A. J. Pete, manager, have tripled June sales over
a year ago. The demand has been greatest for
Victor console types and portables. Many out-
ing machines go to cottages, yachts, canoes and
autoists. It is indeed a sight worth seeing at
Walbridge Park of an evening to watch the many
canoes paddle up and down the river, each sup-
plied with a portable, and rendering music which
may be heard far over the placid Maumee.
"A Dime a Day" Campaign

A dime a day campaign to exploit the $25 Vic-
trola was started June 25 and continued for a
week. Machines were delivered upon the pur-
chase of four Victor records. Payments of 10
cents a day can be made weekly or monthly as
preferred. Half-page advertisements in news-
papers launched the campaign and a five-column
(Continued on page 66)

THE PH0N0M0T0R CO.

W. F. HITCHCOCK, Proprietor

5 years of success everywhere

121 WEST AVENUE
ROCHESTER, N. Y.

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want more.

July 15, 1922

THE TALKING MACHINE WORLD

It is also a work of art. The
rare excellence of the woods,
the true craftsmanship shown
in the cabinet work, the attrac-
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models, the piano finish ■ — all
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the Steger's wonderful powers
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Phonograph Division

STEGER & SONS 1

Piano Manufacturing Company

Established by John V. Steger, 1879

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THE TALKING MACHINE WORLD

July 15, 1922

HAPPENINGS IN THE TOLEDO TRADE

(Continued from page 64)

cut of St3rle 4 Victrola was a feature of these
ads. Several large window displays were also em-
ployed in this effort. This dime-a-day drive has
been an annual event with the Lion Store for the
past five years and is always a tremendous sell-
ing force.

Elaborate plans are under way for the annual
store outing day which will be observed this
year at Sugar Island, which lies at the mouth
of the Detroit River and is about fifty miles
across the lake from Toledo. The steamer "City
of Toledo" will transport the entire force, which
numbers several hundred, to the island.

Games of every nature to suit the tastes of
young and old alike will be provided. They will
include baseball, races, contests of skill and a
prize waltz. The store will furnish refreshments.
News Brieflets

The Radiola Co., manufacturer of the Ra-
diola receiving instrument, is going to talking
machine dealers with a proposition to make Ra-
diola-phonographs out of talking machines. The
possibility of quick turnover by combining the
two is dwelt upon in the campaign.

On July 1 the Goosman Piano Co. completed
plans for absorbing the Starr Piano Co. store.
The business will be housed in the original Goos-
man store.

Record and machine trade at the Cable Com-
pany is showing marked improvement. Kenneth
Frederick, formerly assistant manager of the
Victrola department at Grinnell Bros., is now in
charge of the same section at the Cable. He has
in formulation aggressive sales and advertising
plans which he will put into effect as soon as
possible.

Warren Kellogg, Ohio representative of the
Toledo Talking Machine Co., is enjoying his
vacation fishing for bass in Michigan.

R. O. Danforth, manager, Victrola Shop, the
LaSalle & Koch Co., is motoring East to
Boston, the Berkshires and other centers.

DISCUSS RADIO PROBLEM

Talking Machine Men, Inc., Hear Several Author-
ities Express Opinions on Radio

The most important topic of discussion at the
monthly gathering of Talking Machine Men, Inc.,
held at the Cafe Boulevard, New York City,
Wednesday, June 21, was the question of radio
and the future possibility and the present profit-
ableness of the installation of receivers by re-
tailers.

The main speaker was R. F. Yates, radio edi-
tor of the New York Evening Mail, who gave
as his opinion that although in some circles the
electrical dealer was considered to be the best
equipped for the distribution of such goods there
had lately been a more predominating opinion
that the music dealer was the more logical out-
let. In reviewing the problems of the music
dealer, however, he made the point that much
care should be taken in the stocking of electrical
parts, and in the strictly technical end of the
radio business.

C. L. Dennis, of the Trade Service Bureau of
the Music Industries Chamber of Commerce, fol-
lowed Mr. Yates and his remarks were in evi-
dent agreement with much of what Mr. Yates
said. In addition, he had the word of David
Sarnoff, a director in the Radio Corporation of
America, that it was agreed the music dealer
would take a predominating position in the dis-
tribution of radio products.

At the last gathering of the Association a com-
mittee of three, composed of M. Max, Harry
Cohn and Nathan Goldfinger, was appointed to
investigate the possibility of radio distribution
by the talking machine dealer. A report by M.
Max showed that the committee had been quite
active. It was pointed out that the dealer must
take much care in the buying of such goods; a
minimum discount should be arrived at and ad-
hered to and should be sufficient to cover the
music dealer for the service rendered and allow
a profit for carrying on such business. It was

advisable also that there be territorial allotment.

Nathan Goldfinger was appointed chairman of
the committee to carry out the details of a pro-
posal to have 100 dealers, interested in radio re-
tailing, join together and work out details for
buying in combination.

The Edison dealers have never been very ac-
tive in the Talking Machine Men, Inc. How-
ever, at this meeting L. J. Rooney presented the
names of seven Edison retailers and an Edison
group of the Association is to be formed.

B. Guy Warner, 549 Nostrand avenue, Brooklyn,
N. Y., was elected vice-president of the Edison
division of the Talking Machine Men, Inc., by
the Edison dealers present.

The date for the next meeting of the Associa-
tion has been set for July 12, at which Otto Heine-
man, of the General Phonograph Corp.; George
E. Brightson, president of the Sonora Phono-
graph Co., Inc., and Edward Strauss, of the
Brunswick-Balke-Collender Co., will talk on the
future of the phonograph industry.

Song demonstrators from Joe Mittenthal, Inc.,
sang two numbers from that firm's catalog, "Tell
Her at Twilight" and "Sunshine Alley."

Abram Davega, of the Knickerbocker Talk-
ing Machine Co., well-known Victor distributor,
announced that on July 6 a director of the Edu-
cational Department of "System" would address
the meeting of dealers at the Knickerbocker
Auditorium.

Louis A. Schwarz, H. Reinhardt and Lam-
bert Friedl, of the Triangle Radio Supply Co.,
were voted associate members of the organization.

"PAL" MACHINE SELLING WELL

The portable phonograph manufactured by the
Plaza Music Co., under the trSde name "Pal," is
having a substantial sale in all parts of the coun-
try, according to one of the officers of the Plaza
organization. Distributors have been appointed
in centrally located territory and deliveries are
now being made almost overnight, giving to
dealers a high-class service.

YOU NEED

HALL FIBRE NEEDLES

in your business to give
. Satisfactory Service to your customers.

Order , from Your Jobber TODAY.

HALL MANUFACTURING CO.

Successors to B & H FIBRE MFG. CO.

33-35 W. Kinzie St.

Date.

Jobber's Name

Address

Gentlemen: — Please forward via.

CARTONS COMBINATION HALL FIBRE NEEDLES

25 pkg. No. 1—50 pkg. No. 5.

CARTONS NO. 5 PACKAGES HALL FIBRE NEEDLES

100 pkg. in carton.

CARTONS NO. 1 PACKAGES HALL FIBRE NEEDLES

50 pkg. in carton.

DEALER'S NAME

ADDRESS

July 15, 1922

THE TALKING MACHINE WORLD

JOHN H.WILSON.Manager

324 WASHINGTON ST., BOSTON, MASS.

BOSTON

ENGLAND

Boston, Mass., July 8. — The Summer has now
set in in earnest and much hot weather and a
great deal of rain have placed the month of June
quite to the fore among the twelve periods of the
year. Also comes to an end the first half of
1922, which, on the whole, has not been so very
bad, though it could, as everyone wishes that it
might, have been better. With the beginning
of the last half of the year comes a long double
holiday, for the trade for the most part agreed,
as the Fourth comes on Tuesday, to throw in
Monday for good measure, but to do this con-
sistently and not overdo the idea it was planned
to keep open all day Saturday, the first of the
month. This was gracefully accepted by every-
one in view of the added advantage.
National Education Convention Brings Crowds

The past week was a busy one in the trade.
There was in convention here the National Edu-
cation Association, which brought fully 15,000
teachers and their friends into the city. Music
was prominently featured and Director O'Shea,
of the music department of the Boston public
schools, has been rehearsing for some time a
large chorus which held forth on several occa-
sions in Mechanics Hall and other places. A
large proportion of the teachers were talking
machine enthusiasts and, as a special tribute to
the visitors, many window displays making a
special appeal along this line were arranged for
by the retail stores.

Filled With Good Material

The second issue of the Hallet & Davis Sales-
man is out and is in every respect a fit com-
panion to the first number. It is filled with good
material for the talking machine man, as well
as for the piano man. It is planned with each
succeeding issue to more and more feature the
talking machine which is put out by this house.
Music Trade Association Luncheon

Owing to the lateness of the season the third
of the series of luncheons of the New England
Music Trade Association held at the Engineers'
Club the middle of June was also the last. Presi-
dent Frank S. Horning, the Boylston street mer-
chant, was absent, being on a trip, and was nat-
urally missed by the assemblage, which was not
as large as at the previous two luncheons. The
special guest of the occasion was Everit B.
Terhune, publisher of the Boot & Shoe Recorder,
member of the foreign commerce department of
the Committee of the National Chamber of Com-

merce at Washington, D. C, and a student of
international economics.

Mr. Terhune at the close of the luncheon en-
tertained the members with an address on "The
Butcher's Bill," which, being interpreted, means
the price that is to be paid for the slaughter
of men in the late war, a price that must be paid
one way or another, as Mr. Terhune pointedly
brought out. He spoke of his several trips to
Europe and gave a near view of the conditions
that obtain abroad and he showed that only in
proportion as the economic conditions in Europe
change will American prosperity be widespread.
He had much to say about the Republican Party,
what it has done and has not done, spoke in con-
siderable detail about what high tariff on certain
commodities has done by way of retarding prog-
ress in this country, and the Soviet propaganda,
which, he declared, is very widespread, came in
for a severe arraignment. Mr. Terhune received
great applause at the conclusion of his talk and
there was general regret that more members had
not availed themselves of the pleasure of hearing
him.

There was no lack of entertainment. Miss
Mildred Efford and Miss Florence Fitzgerald
were present through the courtesy of the B. F.
Keith Vaudeville Exchange and gave musical
selections, and Herbert W. Smith, baritone, who
made a big name for himself as a song leader dur-
ing the war, gave several vocal selections. ' Be-
fore and during the early part of the luncheon
Arthur Morse played a medley of selections on
the piano, generously contributing his services,
as he did at a previous luncheon.

In the meantime let credit be given to the com-
mittee which worked up the program: Walter
Gillis, the Victor dealer of Boylston street, who
put a lot of time into the plans; Jerome Murphy,
of the Steinert Co., and Leonard Wright.
New Accounting System a Success

Manager Fred E. Mann, of the Columbia Co.,
in an informing conversation a few days ago
said that the new accounting system put into
operation a while ago is working out most sat-
isfactorily and is resulting in a great saving all
around, expenses alone in his department hav-
ing been greatly reduced. Mr. Mann a few days
ago went down to Bridgeport, accompanied by
George P. Donnelly, and there they were in
consultation with some of the Columbia officials
and factory executives .relative to the new type

of motor with which the company has been ex-
perimenting for some time, and which was lately
perfected in the Columbia laboratories. This, he
says, is to be put on the market in the Fall.
Business Conditions Shaping Up Well

Manager Mann has been doing a great deal
of traveling lately, having made a pretty com-
plete canvass of his territory, and in most of
New England, where he has visited with the ex-
ception of the State of Maine, he has found busi-
ness conditions shaping up pretty well, the one
place where business was not good being Ver-
mont, and this because of the poor dairy and crop
conditions, not to mention the prevailing strikes in
the marble quarries. The only field not yet covered
in New England, said Mr. Mann, is Maine, and
either he or Mr. Donnelly will make the canvass
of that State within the next few weeks, visit-
ing every Columbia dealer there.

Columbia Officials Welcomed

President H. L. Willson, of the Columbia Co.,
and General Sales Manager George W. Hopkins
were in town a few days ago and were enter-
tained by Manager Mann. This was President
Willson's first visit to the Columbia Co.'s head-
quarters at 1000 Washington street, and he was
favorably impressed with the splendid facilities
that the Boston branch has for handling business.
A. C. Erisman Becomes Vocalion Jobber

Arthur C. Erisman has just contracted to han-
dle the Vocalion records for the New England
territory, the deal having been completed during a
recent visit here of Oscar W. Ray, who is man-
ager of the wholesale record department of the
Vocalion business. Official announcement of
this new relation with the Vocalion will be made
in the newspapers in a few days and the home
company in New York will make a similar an-
nouncement of Mr. Erisman's representation of
Vocalion records. Mr. Erisman, who will oper-
ate under the title of the Arthur C. Erisman Co.,
is especially pleased that he has been able to
secure this line, for he has long felt that the
Vocalion was one of the specially high-class
types of records on the market to-day.

Manager Erisman is feeling most optimistic
over the way the Strand and Outing machines
have been gaining in popular favor and in his
enthusiasm he does not fail to speak in the high-
est terms of the popularity of the Walter Camp
line of records which Mr. Erisman contracted to
(Continued on page 68)

DITSON

VICTOR

SERVICE

Are Your Record Racks

For Stock or Storage?

By giving the catalog a real chance and not
concentrating on monthly supplements alone
your Victor Record business can be increased
materially. DITSON SERVICE offers worth
while suggestions to that end.

CHARLES H. DITSON & CO,

NEW YORK

OLIVER DITSON CO,

BOSTON

THE TALKING MACHINE WORLD

July 15, 1922

THE TRADE IN BOSTON AND NEW ENGLAND — (Continued from page 67)

handle for the New England territory only a
few months ago. He says that the original con-
signment of goods which he took for distribu-
tion through New England for a year was en-
tirely exhausted in a few weeks, which may not
be surprising when it is stated by Mr. Erisman
that there are now 1,400 dealers in New Eng-
land to whom he is selling merchandise.

Norman Mason Badly Injured

The many friends of Norman Mason, who is
now the retail manager for the Grafonola Co. of
New England, will be sorry to learn that he was
badh- injured Tuesday, June 27, while at an out-
ing of the Reciprocity Club, near Peabody. He
was playing in a baseball game and made a rather
unusual strike, sending the ball so far away that
he was able to make a home run. Just as he
reached the plate he slipped and fell, badly in-
juring one of his knees. He was taken to the
Peabody Hospital, and for the succeeding sev-
eral days suffered intense agon}'. He has since
been brought home and is receiving the best pos-
sible attention, but it will be some time before
he will be able to leave his bed.

Attended Ponselle Concert

Several of the local men connected with the Co-
lumbia Co. went to Hartford a short time ago to
be present at the concert which Rosa Ponselle,
exclusive Columbia artist, gave at Foot Guard
Hall, that city. The Columbia dealers in Hart-
ford were able to get considerable interest
created in this artist, whose singing was of such
an effective character that any number of good
sales of Miss Ponselle's record was the result-
ant effect. Fred C. Collins, of the Boston branch
of the Columbia quarters, worked hard to make
the concert a success and through his instru-
mentality the Columbia dealers in Hartford de-
voted some of their windows to displays featur-
ing this artist.

F. S. Homing's Pleasant Vacation

Frank S. Horning, head of the Boylston street
establishment bearing his name, and who is also

president of the New England Music Trade As-
sociation, got in his vacation early this Summer,
for already he is home and reviving pleasant
memories of the many places he and Mrs. Horn-
ing visited while away. From Boston they
motored down to New York, Philadelphia and
Atlantic City, thence into northern New York,
taking in YVatkins Glen and Saratoga, then over
to Williamstown, motoring over the Mohawk
trail and finally back to Boston. Mr. Horning
has found the early Summer business about- nor-
mal. With the great throng of people who daily
pass by this store he ought to find a pretty
good Summer business.

Joins Hallet & Davis Force

The Hallet & Davis Co. has recently added two
new men to its staff and they will devote all their
time to pushing to the fore the talking machines
of this house in the New England territory.
These men are C. E. Kammler, lately with the
Lansing Sales Co., and George E. Kimball, who
has been in the repair department of the Hallet
& Davis Co. for some time, and who gives prom-
ise of becoming a good road man. Mr. Kammler,
through having been around considerably in the
interests of several of the best houses in the
last few years, is well acquainted with the trade
and the field. R. O. Ainslie, the new secretary of
the Hallet & Davis Co., who is focusing much of
his attention on the Hallet & Davis phonograph
line, has lately signed up with several good
houses to handle this machine.

Pushing the Brunswick Proposition

Manager Harry Spencer is making no plans for
a Summer vacation, as he wants to keep close to
business during the next few months and lose
no opportunity of pushing the Brunswick propo-
sition. It is his custom to spend the forenoon
and the early afternoon at the new salesrooms in
Boylston street in the heart of the music sec-
tion, and the late afternoons he goes down to the
wholesale headquarters farther out on Boylston
street. At the showrooms there is a fine line of

An Antidote for

Summer Dullness

IS FOUND IN

"LONG QUALITY" CABINETS
"PEERLESS" ALBUMS

They are both good all-year-'round
sellers. If you do not already carry
these lines, write today to

L. W. HOUGH

New England Representative

20 SUDBURY STREET BOSTON, MASS.

choice Brunswick models. Mr. Spencer states
that business is moving along very well and that
the business for the first half of the current year
showed an increase over that of the same period
in 1921. He reports that among the new con-
nections lately formed for handling the Bruns-
wick is the Gibbs Piano Co., of Springfield, which
took a large initial order.

Kenneth Reed a Busy Man
These have been busy days for Kenneth Reed,
manager of the wholesale department of the Vic-
tor at the Steinert establishment, and after his
trip to the Atlantic City convention he feels
more like staying home these days and confining
himself to visiting the trade, using his car when
it comes to going any distance and especially
when visiting Providence, Worcester, Springfield
or points in Connecticut. Mr. Reed now has his
family settled in his Summer estate on Cape Cod,
where there are excellent opportunities for play-
ing golf.

Lloyd Spencer Guest of Robert Steinert

A recent visitor to the Victor trade was Lloyd
Spencer, of Silas Pearsall & Co., who for one
day was the guest of Robert Steinert at the
latter's beautiful Summer estate at Beverly, on
the North Shore. They motored out and en-
joyed eighteen holes of golf, Mr. Spencer remain-
ing overnight and coming back to town with
Bob in the morning.

KRAFT-BATES^SPENCER

' NEW ENGL-AND DISTRIBUTORS

PHONOGRAPHS AND RECORDS

Do You Want to Deal With 77 Years of Square Dealing?

The House of Brunswick was established in 1845 — long before phonographs were
invented.

For three-quarters of a century it has borne an international reputation for quality
products and sound business policies.

The notable enthusiasm of Brunswick dealers for their line is only the logical result
of broad, generous policies. Within the past year Brunswick withdrew 15,000 phono-
graphs from dealers' stocks and rebuilt them, to protect dealers on a change of model.

The Brunswick dealer who enters the field now is in a particularly enviable position.
A ietter brings our representative ready to go into details.

KRAFT - BATES and SPENCER, Inc.

1265 Boylston Street - - Boston, Mass.

Steel Needles

Record Brushes

Khaki Covers

July 15, 1922

THE TALKING MACHINE WORLD

Speaking of Bob reminds one that he and hisi^
father, Alexander Steinert, head of the Boston
house bearing the family name, are going to keep
bachelors' hall this Summer, as Mrs. Alexander
Steinert and their talented young son, Alexander,
Jr., are going abroad, sailing about the middle of
July on the "Aquitania." Alexander, Jr., was
graduated last week with honors from Harvard
and once abroad he will spend several years there
studying music, as it is his intention to devote
himself to composition. A number of his pieces
have already been heard in public.

Eastern Talking Machine Co. Changes

Several changes at the Eastern Co. are an-
nounced which became effective July 1. A. N.
Hersee, who has represented the Eastern in west-
ern Massachusetts and Rhode Island for three
years, has resigned, as he has planned to go with
a motion picture corporation. E. P. Johnston,
who has been attending to the Eastern Co.'s inter-
ests in Maine, New Hampshire and Vermont, has
been transferred from that territory and will
succeed Mr. Hersee in the latter's field. John
McGuire, who has long been a valued employe
of the Eastern, has been assigned to Mr. John-
ston's territory.

Notable Sonora Visitors

F. J. Coupe, vice-president of the Sonora Co.,
was in town a week or more ago, accompanied
by J. O. Morris, president of the Musical Supply
& Equipment Co., having come to Boston to con-
fer with Manager Joseph H. Burke, of the New
England territory. In conference with this group
also was H. J. O'Connor, assistant sales man-
ager of the Sonora Co., who had just completed
a tour of the New England territory. Mr. Burke
subsequently took a trip over the Connecticut
field, from which he has just returned.

Important New Cheney Agencies

Stephen Colahan has lately completed a tour of
some of the New England centers in the interest
of the Cheney line of talking machines and he
announces some new representations who have
lined up with this company's goods. These in-
clude the Steiger-Cox house, in Fall River; the
United Talking Machine Co., of Brockton; D. S.
Marsh & Co., at New London, Conn., and Flint
Brickett & Co., of Springfield. Plans are under
way to inaugurate a Cheney campaign at the
Quincy headquarters of Henry L. Kincaide &
Co. early in July. It will continue three weeks
and will be in charge of Frank A. Colahan.
John Maguire a Benedict

John Maguire, traveling man for the Eastern
Talking Machine Co., has become a benedict,
having lately married Miss Margaret S. Riley.
Both Mr. Maguire and Miss Riley have been
residents of Reading, in which town the couple

THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 68)

Having no retail connections — either
directly or indirectly — and with our efforts
and interests concentrated on your problems,
Mr. Dealer, we can serve you best.

Wholesale Exclusively.

///////II

l { l l 1 \ \ \ w\

THE EASTERN TALKING MACHINE %

VICTOR DISTRIBUTORS
1

///II

I 1 i \ \ \ v v \

305TOlkN

have taken up their residence, following a honey-
moon trip into the White Mountains and over to
New York. Mr. Maguire's associates in the
Eastern Co. did not forget to do the proper thing
when it came to wedding gifts.

W. E. Birdsall Keeps Close to Business

Manager W. E. Birdsall, of Vocalion Hall, is
keeping his ear and eye close to business these
days and he does not know if he will be able to
get away on a vacation. If he does it will be to
go over to Brooklyn, N. Y., which is his home
city, and while there naturally he will see more
or less of the Aeolian-Vocalion people. Three
people of his old staff at the F. H. Thomas Co.
whom he has brought with him to Vocalion Hall
are: C. M. Moore, Miss R. Precourt and Mrs.
L. I. Keeting. Manager Birdsall says he sees
business picking up some.

Attended Educational Convention

W. A. Willson, manager of the educational de-
partment of the Columbia, and Miss Grace Drys-
dale, the company's educational representative
in New England, came to Boston for the con-

vention of the National Education Association,
• held here this week. Miss Drysdale has been in
Maine for three weeks, spending her vacation at
Bar Harbor.

Columbia Agency Change in Taunton

Through the Boston headquarters the Colum-
bia Co. has just established relations with the
Bostock Furniture Co., of Taunton, by which
this house takes over the Columbia franchise
formerly held by the Dana Furniture Co. This
department will be in charge of Mr. Bostock
personally, and he will be assisted by Miss
Jackson, who is experienced in handling the Co-
lumbia product.

E. H. McCarthy's Success

F. H. McCarthy, crew manager of the Colum-
bia campaigns, which have been under way
in the New England territory for some time
now, has been meeting with pronounced success.
He has just put over an especially successful
campaign at New London, Conn. As it is, he
has the "hiring and firing" of canvassers;
{Continued on page 70)

Announcing Price Reductions

"Perfection" Edison Attachments

and

" Perfection " Reproducers

The "Perfection" Flexi-Tone Edison Attachment (No. 4 and No. 7)
as illustrated, attached to all types of Edison Disc Machines, makes the
most perfect attachment available for playing all makes of lateral cut
records requiring steel, tungstone or fibre needles. Only first quality
mica diaphragms used in "Perfection" reproducers, giving clear, natural
tone. The horizontal ball-joint and direct uplift construction give
freedom of movement so that attachment may be used with or without
lever, giving excellent results.

Retail price $9.00 Gold. $8.00 Nickel.
The "Perfection" Pur-I-Tone Edison Attachment (No. 6 Universal)
plays All makes of records on New Edison Disc Machine.

Retail price $10.00 Gold. $9.00 Nickel.
The "Perfection" Edison Attachment (No. 4 and No. 2) plays all makes
lateral cut records on New Edison Disc Machine.

Retail price $7.00 Gold or Nickel.
The "Perfection" Pur-I-Tone Reproducers to play all makes hill and
dale records on Victor Machines.

Retail Price $6.00 Gold. $5.00 Nickel.

The "Perfection" Flexi-Tone Reproducers to play all makes
lateral cut records on Victor and Columbia Machines.

Retail Price $6.00 Gold. $5.00 Nickel.

The "Perfection" Pur-I-Tone Reproducers to play all makes
hill and dale records on Columbia Machines.

Retail price $6.50 Gold. $5.00 Nickel.

NOTE — Special Discounts to Dealers, also Quantity Prices on Request

New England Talking Machine Co. 16-18 Beach St., Boston, Mass.

THE TALKING MACHINE WORLD

July IS, 1922

THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 69)

he has received a valuable training in the care-
ful selection of good people for this sort of
work, and it is largely due to his keen insight
that he has been able to gather around him such
a group as can produce the best results.

Congratulations
Miss Isabel Elkins, of Somerville, for several
3Tears an employe of the Hallet & Davis Co., in
the collection department, has become a bride,
her husband being Edward Kelleher, of Cam-
bridge. The bride's associates in the Hallet &
Davis Co. presented her with a handsome tea
wagon.

Attended Meisse Co. Opening
H. C. Spain and Arthur Forbes, of the Hallet
& Davis Co., made a flying trip by auto to North-
ampton the latter part of the month, to be pres-
ent at the opening of the new store of the J. L.
Meisse Piano Co., at 27 Pleasant street. They
described the store as an exceedingly handsome
place, with the new Hallet & Davis talking ma-
chine given conspicuous representation. They

LANSING KHAKI
COVERS

The Pioneer Moving Cover

High
Grade

Khaki

Announcing the new

Console
Padded Cover

SLIP AND RUBBER COVERS
FOR PHONOGRAPHS AND PIANOS

MANUFACTURERS

170 Harrison Avenue
BOSTON, 11, MASS.

Piano Stools, Chairs, Benches

also took a run over to North Adams to look
the field over. A week before Messrs. Spain and
Forbes visited Springfield to take part in the
opening of the Gibbs Music Co.'s store.

Some Vacation Brieflets

Herman Baker, of the A. M. Hume Music Co.,
spent several days at his father's estate on the
shores of Lake Sunapee, N. H., but there was
so much rain that he could get about with his
car very little and he therefore returned to Bos-
ton rather disgusted with the weather.

Herbert Shoemaker, wholesale manager of the
Eastern Co., hasn't given much thought to vaca-
tions up to this time other than to come to the
tentative conclusion that week-end motor trips
to attractive places will work out as pleasantly
as anything.

Francis T. White, manager of the talking ma-
chine department of the C. C. Harvey Co., has
planned to take his family to Lake Sunapee,
N. H., for his vacation, and will leave town to-
ward the middle of July, to be gone a fortnight.

Winthrop A. Harvey, head of the C. C. Har-
vey Co., enjoyed a cruise along the coast of
Maine the latter part of June. He took the
Bangor steamer from Boston, leaving the boat at
Northport, Me., where he was joined by a group
of friends for the cruise.

Ernest A. Cressey, of the Harvey Co., has
planned to spend his vacation this season at
Jackson, N. H., where he and Mrs. Cressey will
be guests at Gray's Inn, one of the popular places
in the mountains. They will motor up to the re-
sort and enjoy many mountain trips while at
Jackson.

Chester J. Sylvester, manager of the talking
machine department of the C. E. Osgood Co., is
planning to take his vacation on the shores of
Lake Winnepeesaukee, N. H., where he lately
purchased some property on the shore front.
Your correspondent saw the record of his sales,
which warrants the statement that he has had a
very satisfactory month, considering all the cir-
cumstances facing trade in general.

HEADQUARTERS

For

REDUCE TAX ON KNOWLEDGE

Why Bill to Lower Second-class Mail Rates
Should Win Universal Support

A bill which vitally affects all business men,
and particularly the readers of advertisements and
users of newspapers, magazines and the busi-
ness press, was introduced recently in Con-
gress by Congressman Kelly. It has for its
purpose the reduction of the second-class mail
rates. In connection with his bill, Congress-
man Kelly spoke in part as follows:

"Newspaper and magazine publishers of the
country are in need of relief from the discrimi-
natory war tax in order that the press may con-
tinue to function. The proposed measure re-
tains the present zone system of postal charges,
but proposes to reduce the amount of the charge
from the fourth advance, effective July 1, 1921,
to the second advance in rates, which became ef-
fective July 1, 1919. The rates asked for would
still give the Government 175 per cent more than
the pre-war rates and would not relieve the pub-
lishing industry of one cent of the other Federal
taxes paid by it in common with other indus-
tries.

"The present postage rates on newspapers and
publications were fixed in the War Revenue
Law passed in 1917, and are 325 per cent higher
than the pre-war rates. Everyone of the items
carried in that measure, with the exception of the
tax on second-class mail matter, has been modi-
fied or repealed. These wartime postage in-
creases have driven millions of pounds of second-
class matter from the mail into private channels
of distribution. There is something radically
wrong when private companies can make a hand-
some profit at rates less than those charged in
postage. I believe there is no good reason why
the publishers of newspapers and magazines
should be singled out to pay this extra war tax.

"The fact that these high rates are charged on
the advertising pages does not lessen the in-

Single Spring Motors

and

Mica Diaphragms

WILLIAM BRAND

27 East 22nd St., New York City

justice. Advertising is not merchandise, but in-
formation. The newspapers are information high-
ways, just as essential to the business prosperity
of this country as the highways and waterways.
Not a sale can be made or a pound of goods
shipped without the interchange of information.
The advertisements are chronicles of every ad-
vance in industrial achievement. Without them
publication of the newspapers and magazines
would be impossible."

COLUMBIA STAFF ON OUTING

Detroit Branch Holds Successful Outing — Inter-
esting Sports Program — Manager Gardiner Im-
portant Factor in Handling Arrangements

Detroit, Mich., July 5. — The members of the
wholesale branch of the Columbia Graphophone
Co., this city, held a very successful picnic re-
cently at Bob-Lo, an island* in the Canadian
waters. The entire party, including Manager
Gardiner, assembled early in the morning and
journeyed by way of a specially chartered
steamer to Bob-Lo. In addition to the Detroit
organization there were present as the guests
of honor Manager Larmon and Assistant Man-
ager Cooley, of the Columbia Co.'s Cleveland
branch.

The sport program included a baseball game,
which was won by Assistant Manager Brewster's
team, which defeated Manager Gardiner's team
by the close score of eight to six. Miss Clara-
belle Young, secretary to Manager Gardiner, won
the girls' race and Melvin Ploof, Dictaphone
Service man, was the winner of the men's race.

In the fat men s race Ed Rockett was the win-
ner, and in the three-legged race Ted Hastings
and Miss Young were the prize winners. Miss
Young's team was also the victor in the egg
relay race, and in the cracker-eating contest Miss
Clara Dierksen and Mr. Ploof carried away the
honors.

There was plenty of swimming and dancing for
al! of the guests, and at the close of the day the
1922 outing was voted a signal success, thanks
to the efforts of Manager Gardiner and his
associates.

FAMOUS TENORS TO BE HEARD

Orville Harrold, Metropolitan Opera Company
tenor, and Victor artist, as well as Mario Cham-
lee, of the Metropolitan Opera Company, and
Brunswick artist, will be heard during the Sum-
mer opera season at Ravinia Park, Chicago. Mr.
Harrold is scheduled to sing in "Boheme" and
"Cavalleria Rusticana" the opening week and
Chamlee is to be heard in "Traviata," "Lucia"
and "Manon." Chicago is to be envied in secur-
ing such noted artists.

ACME-DIE

-CASTINGS-

AEDMINUM-ZINC-TINaLEADALL0IS

AcmeDie-C&stin*

Boston Ecx&ester BrooUynN.X

July 15, 1922

THE TALKING MACHINE WORLD

Something You Can SeeThrough!!

I YOU telle ve that merchandise can he successfully sold hy keeping it

under the counter, on a hack shelf, or, perhaps, down in the hasement?
Certainly not, is your answer. And yet, Mr. Victor Dealer, there are lots of
intelligent merchants who are doing this very thing every day m the year —
their store having hecome a sort of "storage warehouse.

Just so long as merchandise is kept "hidden, just so long will the sales of that
merchandise he limited. On the other hand, it has heen conclusively proven
and it is an acknowledged fact that goods well displayed are more than half sold.

How are you showing your Victor Needles, Mr. Victor Dealer ? Are they
right up in the front of your store on the counter, readily seen, nicely dis-
played, where every person entering your establishment cannot miss huying
them? Certainly, that s where they should he — yes, if you want to reap the
harvest of profits that is open to you and justly yours.

And there can he no hetter way of presenting a beautiful, attractive, sure-shot
selling display than through the use of the ideal showcase now offered by the
Victor Talking Machine Company to every Victor dealer.

The accompanying illustration and description hardly do justice to this
money-making display case. You will have to see it to really appreciate it.
The price is but $3.00 for each case and how can you spend $3.00 to equal
advantage ? One sure thing, there is going to be a temporary shortage of these
display cases, so lose no time in sending the coupon in the lower corner of this
page to your jobber or to the Advertising Department, Victor Talking
Machine Company, Camden, New Jersey. No Victor Dealer, to be really
successful, can afford to be without this ideal exhibition showcase. And,
think of it, only $3.00.

An Exhibition Showcase — of Permanent Construction

Tins display case is of all-metal construction,
inches wide, 7 inches high, and 8 inches
deep from front to hack. It has a glass panel
door, through which the needles may he seen
hut not handled. The door is opened hy
means of a concealed snap-lock in the hack
of the case, and is supported hy a hrace, when
open. The rear of the case contains a printed
guide strip, showing the kind of Victor needles
in each division. The Victor trademark is
advantageously displayed in full colors on the
front and ends of the case, and across the ver-
tical face appear the words "Look for This
Trademark on All Victor Products.

The case has room for a complete stock of
Victor needles. From left to right, there are seven divisions, which display, in the order named : Victor Full-tone
Steel Needles, Packages of 100; Victor Half-tone Steel Needles, Boxes of 500; Victrola Tungs-tone Stylus, Soft
Tone, Boxes of 8 ; Victrola Tungs-tone Stylus, Full Tone, Boxes of 8 ; Victrola Tungs-tone Stylus, Extra Loud
Tone, Boxes of 8 ; Victor Full-tone Steel Needles, Boxes of 500 ; Victor Half-tone Steel Needles, Packages of 100.

C. BRUNO & SON, Inc.

351-353 Fourth Avenue New York

Victor Wholesalers to the Dealer Only

y Gentlemen : —
y' Please send us
y with all speed one
»' of the all-metal
/' VICTOR NEEDLE
y DISPLAY CASES
y costing $3.00, as de-
'' scribed in the July issue of
the "Talking Machine World."

Bruno Adv.

THE

TALKING MACHINE WORLD

July 15, 1922

SAINT LOUIS

Studying Radio Situation for Fall — Business Review — Tri-State
Dealers Get Together- — New Agency Changes — Other Happenings

St. Louis, Mo., July 10.— Talking machine
men here are viewing the mid-Summer business
situation with as much fortitude as they can
summon and are looking forward to the early
Fall, when trade is expected to speed up im-
mensely, aided and abetted by the radio wave,
which is calculated to reach its crest along
about then. All of the distributors and dealers
are taking radio into account in the Autumn
reckonings. Those who have taken steps to tie
up the radio to the talking machine are experi-
encing delay, which was expected, in getting
their supplies, and are not fretting greatly about
it, as they figure the radio rush will not be
strong until the Fall. Those who have not
decided to take on radio are studying develop-
ments closely, ready to take it on as soon as
they are satisfied that it has reached a stage
of sufficient stabilization.

Steady improvement in general business con-
ditions throughout this district in the past month
is indicated in the monthly report of William
McC. Martin, Federal Reserve Agent for the
Eighth Federal Reserve District: "In virtually
ali lines investigated reports indicate good gains
over the corresponding period last year, also
over .the preceding month this year. In addi-
tion to betterment in concrete results, sentiment
in both city and country is considerably more
optimistic than earlier in the year. The latter
fact is reflected in a disposition on the part of
merchants and the public to more freely supply
their needs, immediate and future. Almost unani-
mously manufacturers, jobbers and wholesalers
indicate substantial increases in unfilled orders.
Many large distributors of commodities who
in recent months had little or no future business

booked now have a showing of orders for for-
ward shipment comparable with their volume
during normal years in the past."

An Old Saying Tied to Victor Line

A new twist to an old saying is given in the-
advance list of the Koerber-Brenner Co., Victor
distributors, in the advice to dealers to "Hitch
your wagon to the stars." Says the sprightly
writer of the Koerber-Brenner stimulators:

"To be very direct about it, 'your wagon'
is your business. You ride in it along the road
to Success. The 'Stars' are the great Victor
artists. And the closer you tie your business
to them the steadier and surer will your progress
be.

"It's getting easier all the time to sell good
music. The 'jazz' craze that started back in
war-times is suffering a reaction. Of course,
there'll always be a good demand for the lighter
sort of music — for popular songs and dance
hits. But more and more people are getting
around to an appreciation of good music. Victor
advertising is in a great measure responsible for
this appreciation and will continue to foster it.

"So tie to the 'Stars' now — and stay with them.
They are real stars. Where is there a tenor
with a greater following than McCormack, a
more wonderful soprano than Galli-Curci, a
violinist to equal Kreisler, a pianist more bril-
liant than Rachmaninoff? In the music of these
and of dozens of other 'stars' you have some-
thing to offer the public that no one else can
offer them."

Tri-State Dealers to Meet

The members of the Tri-State Victor Dealers'
Association will eat, dance and make merry Fri-
day night, July 14, at the Century Boat Club.

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F. J. Ennis, manager of the talking machine de-
partment of the Stix, Baer & Fuller Co., will
furnish radio music. T. R. Husselton, of the
Victor organization, will speak and sing. It
will just be a get-together meeting, with no busi-
ness to be transacted.

. P. A. Starck Co. to Move

The talking machine department of the P. A.
Starck Piano Co. will be greatly enlarged when
the St. Louis store moves, about September 1, to
a new location at the southeast corner of
Eleventh and Olive streets. The Starck Co. has
leased the entire building and will remodel it and
occupy the first and second floors and basement.
The plans for the talking machine department
have not been worked out, but Manager J. E.
Reger says it will be the last word in modern
construction.

Stix, Baer & Fuller Hold Sale

Manager F. J. Ennis, of the Stix, Baer & Fuller
talking machine department, returned near the
end of June from a three weeks' rest at home and
found that the balance sheet showed a gain over
June of last year and that the business of the
first half of the year was about up to the same
period of last year. Popular-priced stuff went
best in June, he said, with a good demand for
Victor and Sonora portables. During the month
the department had a sale of used phonographs.
About one hundred machines were disposed of.
Uses Edison and Victor in Radio Concerts

Edison and Victor talking machines are used
by the St. Louis Post-Dispatch in broadcasting
concerts with its new sending equipment. The
Edison is supplied by the Silvertone Music Co.
and the Victor by the Koerber-Brenner Co.
News Brieflets

R. M. Kempton, wholesale manager of the Vo-
calion, and Harry L. Levy, Western wholesale
manager, passed through St. Louis recently, re-
turning from a Western trip.

The Silverstone Music Co. has installed on its
main floor the equipment for the radio depart-
ment. Some accessories have been received, but
a complete stock will not be on hand for some
time yet. The firm expects to be distributing by
the early Fall.

The Armstrong Furniture Co., Memphis,
Tenn., has taken on the complete Edison line.
M. Goldberg, vice-president of the Silverstone
Music Co., has returned from a visit to the
Armstrong firm, which is one of the oldest in
the South.

O. A. Raynolds, field representative of the
Silverstone Music Co. in Missouri and southern
Illinois, has returned from his vacation.

J. F. Stapleton, general sales manager of the
Granby Phonograph Corp., Newport News, Va.,
was in St. Louis recently.

Robert Watts, formerly a salesman for H. J.
Arbuckle, manager of Widener's, Inc., has es-
tablished himself in the motor repair business in
the Benoist Building. Miss Patricia Lanham,
formerly with Mr. Arbuckle, has gone to Cali-
fornia to live.

The Kieselhorst Piano Co., which recently had
an opening for its new line of Brunswicks, re-
ports an excellent business.

St. Louis Victor dealers are reporting a good
sale of records of the light opera numbers from
the operas being given in Forest Park.

F. L. Parrish, Victor dealer of Metropolis, 111.,
was a recent visitor at Koerber-Brenner head-
quarters.

F. B. Jenkins, Jr., manager of the wholesale
Victrola department of the Jenkins Music Co.,

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July 15, 1922

THE TALKING MACHINE WORLD

Kansas City, recently visited A. W. Hosier, man-
ager of the talking machine department of the
Scruggs, Vandervoort & Barney Co.

Conducts Sales Classes

Morning classes are being conducted in the
talking machine department of the Scruggs, Van-
dervoort & Barney Co. for making salespeople
more familiar with talking machines and rec-
ords. Manager A. W. Hosier conducts the ma-
chine class and Miss B. S. Rosebrough, educa-
tional director, has charge of the class in records.
At each class session a sale is made by one of.
the members who is criticized by the others.
R. V. Johnson in New Post

R. V. Johnson, who has been made manager of
the Vocalion department of the Aeolian Co. here,
is working the wholesale field in Colorado and
will remain in that section until the Fall. In
his absence the department here is in charge of
John L. Stevener.

T. L. Husselton in Town

T. L. Husselton, a very popular member of the
traveling staff of the Victor Co., is spending a few
weeks in St. Louis and vicinity, discussing busi-
ness problems with Victor dealers. He will

PUSH the PORTABLE

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Incorporated

OTTO GOLDSMITH. Pres.

145 East 34th St. New York

spend one morning in the study class of Scruggs,
Vandervoort & Barney, which is being conducted
by Miss Blanche Rosebrough.

A Clever Stunt

At the close of a successful demonstration in
the schools of his territory, Fay Luyster, manager
of the Victor department of the Cline-Vick
Stores, of southern Illinois, asks the children to
help him by filling out a questionnaire telling
whether or not they have a talking machine in the
home and other questions. In a rural school re-
cently sixteen answers were returned. In only
four homes were there talking machines. Six of
the twelve non-owners said they were interested.
Ties Up With Artists

A unique way of tying up with artists' appear-
ances in St. Louis has been worked out by Miss
Annabelle Weible, who is in charge of the Vic-
trola department of the Weinel Hardware Co. at
Columbia, 111. She frames small pictures of the
artists announced in two frames with a framed
list of the dates and places between them and dis-
plays the group in a prominent place.

Make Study of Record Selling

A class in the study of record selling was held
in the Koerber-Brenner Co.'s offices recently.
Those attending were: Misses Thelma Bullock,
of the Taylor Music Co., Moberly, Mo.; Adeline
Coyle, of the F. B. Wolff Co., Chester, 111.; Alice
Heilman, of Stix, Baer & Fuller, St. Louis; Es-
telle Heuman, of W. C. Daumueller Co., Lebanon,
111.; Merle Offill, Scruggs, Vandervoort & Barney,
St. Louis, and Margaret Todd, of the Todd Jew-
elry Co., St. Louis. Miss Blanche Rosebrough, of
the educational department of Scruggs, Vander-
voort & Barney, addressed the class on educa-
tional work with teachers and in the home. The
class also attended the opera "Sweethearts," at
the Municipal Opera in Forest Park.

To Enlarge Wellston Shop

The Wellston Talking Machine Shop, Victor
dealer, of Wellston, expects to add materially to
its floor space soon by moving a back wall, build-
ing a balcony for offices and adding some hearing
rooms. Below the balcony will be built space for
surplus record stock.

The Buettner Furniture Co., which had a for-
mal opening a few days ago at its new location,
Ninth street and Washington avenue, has an
attractive talking machine department in charge
of Mr. Jost. Columbia and Granby machines
are handled.

A. W. Meyer and Miss Thea Muehlenberg,
of the Stix, Baer & Fuller talking machine de-
partment, have returned from their vacations.
Miss Tillie Gerlack, of the record department,
is on her vacation.

R. O. Wahlman, of the radio department of
the Stix, Baer & Fuller Co., spent his vacation
on an automobile trip.

Mr. Coots, of the Sonora Co., New York,
went from St. Louis to his home for the Fourth
of July, but returned directly afterwards to this
territory.

NEW FOREIGN RECORD HANGERS

Victor Co. Announces New Hangers in Five
Languages for Early Release

CLOSING HEALTHY BUSINESS

Detroit, Mich., July 5. — The Sherburne Mfg.
Co., of this city, manufacturer of Ferro auto-
matic stops and balance lid supports, states that
it is" closing a very satisfactory business and, if
orders are any criterion, the usual Summer slump
is not going to be as severe this year as in
previous years. In a short while the company
expects to have several new - inventions to an-
nounce to the trade, and it is believed that these
new devices will meet with a hearty reception.

THE TALE OF AJFOOLISH MERCHANT

There was once a merchant who was ex-
ceedingly foolish. He conducted his store on
the principle that a customer was here to-day
and gone to-morrow. In other words, he made
no effort to retain the patronage of persons
enticed into his establishment. That principle
is wrong. Proof? That same store is now
operated 'by another dealer.

In connection with the advance list of Vic-
tor records for August, the Victor Talking Ma-
chine Co. announces the issuance of five new
hangers printed in Greek, Hebrew, Italian, Po-
lish and Russian, and featuring the new July rec-
ords and other good-selling records in each lan-
guage.

Dealers who have made use of the hangers al-
ready issued by the Victor Co., which are of the
standard size of the domestic hangers and fit
into the same holders, have found that they
have stimulated the sale of foreign records to
a material degree and have been of substantial
assistance in developing Summer sales totals.

The Bach Music Co., 22 South Broadway,
Rochester, Minn., has purchased the building
which it occupies. This concern also recently
acquired the business of the Wagoner Music
Co at 23 First avenue.

The ultimate result of misdirected effort is
failure.

Mr. Edison Man: —

Don't Say

"KAN'T," sa, "KENT"

Write for catalog of complete line

The KENT No. 1

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for years

Reg. U. S. Pat. Off.

F. C. KENT CO.

Irvington, X. J.

THE TALKING MACHINE WORLD

July 15, 1922

[Editor's Note. — This is the twenty-first of a series of
articles by William Braid White, devoted to the various
interesting opportunities which prevail in the domain of
education for the retailer of talking machines. The subject
is one of great interest and we commend these articles to the
consideration of all who are devoting attention to the fea-
turing and developing of the musical possibilities of the
talking machine.]

3. LEARNING INSTRUMENTAL VOICES

The record salesman or saleswoman who de-
sires mastery over all the details of his or her
business, that mastery which the super-salesman
always has and which lifts an otherwise dull rou-
tine to the level of a joyous art, must realize that
the sale of music is the sale of an illimitable
thing; of something which we only begin to ap-
preciate when we have dug deeply into it, and
which only then reveals itself as ever so much

bigger than anything we ever expected to find.
The mastery which the live salesman wants,
whatever be the medium for the expression of
his abilities, is always built upon the most com-
plete knowledge of details. The more one knows
about the little things; about the features which
the customer is no more likely to know than
is the ordinary salesman, the greater one's ap-
proach to mastery, the greater that sense of
power which enables one to brush aside all ob-
stacles and go on from success to success.
The Bigness of the Thing
That is why in these present articles I am talk-
ing so largely about what appeared to be little
things, as about how to train oneself to listen
rightly, how to know the inside, as it were, of

the music one offers for sale. The greatest want
of the retail talking machine business today is an
army of salesmen and saleswomen filled with
enthusiasm for fine music and able to work the
spell of their enthusiasm upon the great masses
of the people who depend upon them for musical
food.

Music is very wonderful. The more one knows
about it the more wonderful one finds it to be.
No feature of musical expression is so wonderful
as the variety of the instrumental voices. Who-
ever can pick out from the record of an orchestral
piece the individual voices of clarinet, oboe,
bassoon, of horn, trumpet and trombone, of vio-
lin, viola, 'cello and contrabass, without hesita-
tion has learned a great deal already about music
appreciation and has opened up for study and
enjoyment a field of unlimited depth and scope.
"Voyages of Discovery"

Every salesman ought to be thoroughly ac-
quainted with every instrumental voice in the
orchestra. It is now possible to buy records
which show every instrument commonly in-
cluded in the orchestral scores of to-day, each
voice so clearly that after a little experience one
finds its tone-quality stamped indelibly upon the
memory. Not only is there much pleasure in lis-
tening to the little excerpts from well-known
scores in which the voices of these various in-
struments are one by one brought forth —
isolated — so that we may hear them clearly by
themselves, but also a sense of discovery and of
growing power. The listener learns to acquire a
habit of analysis which makes the hearing of
every instrumental record thereafter a voyage of
discovery.

Practice is, of course, as necessary here as
anywhere else. It is supposed to be easiest to
begin with the wind instruments, but I believe
those shades of difference which distinguish the
five members of the string choir from each other
should first be studied. One special reason for
taking up the strings first lies in the fact that
there are plenty of records for the string quartet,
of two violins, viola and 'cello. To disentangle
the voices of a quartet movement is one of the
finest of exercises in instrumental listening.
Wind Instrument Specimen

There are Victor and Columbia records which
give excellent specimens of the voices of almost
every orchestral instrument known. The Vic-
tor educational records of the prominent com-
panies include some specially devoted to little
solos by all the commonly used instruments.
Every salesman should have these records at
hand for the purpose of identifying any voice
heard for the first time and consequently un-
identifiable. When wind instruments are being
studied it is well to have at hand Columbia rec-
ords A-7546, which contains a wood-wind quar-
tet, and A-3011, which has a brass quartet. Also
the very excellent A-1884, which has on one side
a French horn and flute example and on the
other a trio for flute, clarinet and oboe. Among
the Victor records of the same kind I suggest
18655 and 35237, as well as the "Instruments of
the Orchestra" record before mentioned.

Each of these should be heard over and over
again, until .every instrumental voice can be
detected and recognized as soon as it appears.
Then the study of these voices in ensemble
can be seriously taken up.

The Quartet of Strings

If possible, however, as I said before, one
should begin by thoroughly identifying the in-
struments of the violin family. Everybody knows,
one may presume, the tone of the violin well
enough to recognize it as soon as it is heard.
There is no physical difference between first and
second violin. The instruments are the same,
but the first violin takes the highest part in the
quartet. The second violin simply takes a part

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THE TALKING MACHINE WORLD

July IS, 1922

somewhat lower, filling in the harmonies and
carrying sometimes the melodies. Of course,
sometimes the first violin plays on a lower level
of pitch than the second, but in general the first
violin is the soprano and the second the contralto
of the string quartet.

A perfectly magnificent example of the work of
two violins supporting each other in this way is
found in the great concerto for two violins, with
string orchestra, as done by Kreisler and Zim-
balist in three Victor records.

The Lovely Viola

The viola is a lovely instrument. It ranks a
fifth lower than the violin in pitch and so is a
little larger, though small enough to be played
from the shoulder position. It is the alto or
first tenor of the quartet. Its voice is plaintive,
appealing and modest. It is like that lovely viola
in Shakespeare's play — noble, modest and withal
strong. Unhappily, the viola is the least appre-
ciated of musical instruments. Those, however,
who heard the London String Quartet during
its recent visits to this country know that the
viola can be played so thrillingly as to awaken
new sensations of joy and delight in every musi-
cal heart. London String Quartet records, by
the way, are to be found in the Columbia London
catalog, and some are to be released soon which
were made at the Columbia studios in New York
during the quartet's last visit.

Opportunity to hear the voice of the viola to
unusual advantage is to be found in the London
String Quartet's London records of the Mozart
D Minor Quartet and in some of the Flonzaley
Quartet's Victor records, particularly in the
allegro from the Haydn Quartet and in the
allegretto from the Brahms Quartet. Also the
opening phrases of the second movement of the
C Minor Symphony of Beethoven (obtainable
both in Victor and Columbia records) give an
excellent example of viola with 'cello. The 'cello,
by virtue of its very wide range, is at once sec-
ond tenor, baritone and bass in the string quartet.
Its beauties well repay close study and I recom-
mend for the purpose the solo 'cello records by
Pablo Casals (Columbia), Hans Kindler (Victor)
and Julius Beyer (Okeh). For a splendid ex-
ample of the 'cello in the quartet the Victor rec-
ord of "The Flonzaleys" in the Nocturne of
Borodin's Quartet should be lovingly studied.

In fact, every available quartet record should
be painstakingly listened to. The task will be
found delightful and will repay many times over
any labor devoted to it.

CHILDREN'S HOURS PROVE POPULAR

Cline-Vick Stores Feature Victrolas Very Suc-
cessfully in Public Parks in Series of Satur-
day Morning Concerts for Children

The Cline-Vick Stores, of Marion, Herrin and
Carterville, 111., have been getting some excellent
publicity for their talking machine department

Children Enjoying Victrola Music

through the medium of children's hours con-
ducted each Saturday morning and afternoon in
the public parks of the various towns. Miss Ruth
Mercer and Fay Luyster, manager of the Vic-
tor department of the Cline-Vick Stores, are in
charge of the children's hours and the accom-
panying snapshot taken on the third Saturday
of the series would indicate that the Victor music
is highly appreciated by the little ones.

MIDDLETON TO TOUR AUSTRALIA

Arthur Middleton, Edison artist, and formerly
with the Metropolitan Opera Company, leaves
this month for an extended concert tour of
Australia. He will not return before December.

COLUMBIA NEWS BRIEFLETS

F. J. Herbek Returns From Honeymoon —
Branch Managers Visit Executive Offices — R.
F. Porter Back From Six Weeks' Trip

Among the recent visitors to the executive
offices of the Columbia Graphophone Co. were
C. A. Dalzell, manager of the Columbia Stores
Co., Denver, Colo., and S. H. Nichols, manager
of the Columbia Co.'s Pittsburgh branch. Both
of these visitors brought optimistic reports re-
garding business conditions in their respective
territories, and Mr. Nichols was especially en-
thusiastic regarding the outlook in Pittsburgh.

Robert F. Porter, field sales manager of the
Columbia Co., returned recently from a six
weeks' trip, which included a visit to practically
every Columbia branch from New York to San
Francisco, and throughout the Southwest and
Northwest. Mr. Porter co-operated with the
branch managers in making plans for the 1922
Fall season, and many of his recommendations
have already produced tangible results.

F. J. Herbek, of the advertising department
of the Columbia Graphophone Co., is back at his
desk after joining the ranks of the Benedicts.
Mr. and Mrs. Herbek spent their honeymoon at
a nearby Summer resort, and when Mr. Herbek
arrived at his desk he found suitable congratu-
latory messages from the members of the ad-
vertising staff.

OPENS NEW STORE IN BAYONNE

J. E. Maloney has opened a very attractive
talking machine and sporting goods establish-
ment at 190 Broadway, Bayonne, N. J., where he
will handle a complete line of Aeolian-Vocalion
phonographs and Vocalion records. The store
has been attractively arranged and four demon-
siration booths have been installed. One part of
the store is being devoted to a very complete
line of the latest sporting goods. The combined
display is successfully attracting the public to the
store. Mr. Maloney has had quite an experience
in the talking machine field and expects to build
up a very successful business.

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July 15, 1922

THE TALKING MACHINE WORLD

INDIANAPOLIS

Close Profitable Six Months' Business — Edison Activities — Portable
Machines Are Popular — Music Memory Contests Help — The News

Indianapolis, Ind., July 8. — Talking machine
dealers of this city have worked a bit harder
than usual to keep the month of June from show-
ing total business less than in the correspond-
ing month of last year. Most of them have suc-
ceeded and as a result find that the first six
months of the year were more profitable than the
first six months of last year. June for many
of them might have turned the balance the
other way. Although June was the most diffi-
cult month to meet it failed to develop discour-
agements, for all Indianapolis dealers have
learned that the man who goes after the business
never fails to get it.

Severin Hotel Buys an Edison

Reports on Edison business for this territory
are noteworthy for their optimistic tone. W. O.
Hopkins, of the Edison Shop, says that June
was the best June he has had in several years.
Among his sales was that of one of his highest-
priced art models, the Umbrian, to the Severin
Hotel for use on its mezzanine balcony. His
record business has shown a steady improve-
ment through the hot weather. Mr. Hopkins
says the dance records are particularly popular
because of the fact that they play longer than
other records.

L. L. Rosenberg, of the Edison laboratories,
is spending some time at the Edison Shop,
superintending the inauguration of Mr. Edison's
newest sales idea, which is to be tried out here,
Mr. Hopkins says, as the first experiment in the
larger cities of the country. It is expected that
the July report of the Edison Shop will include
evidence of the practical advantages of this sales
idea.

Mr. Hopkins added three salesmen to his
force during June. They are: W. B. Smith, S. C.
Bush and C. T. Hawkins. Also he has added
two new Ford trucks to his equipment.

"Conditions continue to show steady improve-
ment in our territory," says H. G. Anderson,
general sales manager of the Kipp Phonograph
Co., Edison distributor. "Our June business
showed a very pleasing increase. Many of our
dealers are reporting an excellent June business
in both instruments and re-creations, which goes
to show that the dealer who is putting his
shoulder to the wheel and pushing hard, not
taking 'no' for an answer, is getting results
commensurate with the efforts put forth."

Walter E. Kipp. president of the company, is
spending his vacation fishing in Canada.

Outside Men Getting Results

A. C. Hawkins, manager of the Indianapolis
Talking Machine Co., says that the Victor rec-
ord business picked up in an encouraging man-
ner during the latter part of June. His machine

j. ill -

business, he reports, has also been good during
the last several weeks, due to the activities of a
crew of four "outside" men. "These men have
each been making on an average of three or
four sales a week," Mr. Hawkins says, "which
is well worth while, in view of the fact that the
hot weather has reduced store sales consider-
ably."

Strand Phonographs and Okeh Records

Ben L. Brown, former manager of the Co-
lumbia Graphophone Co. in this city, and now
general manager of the Sterling Record & Roll
Co., of Cincinnati, spent a few days during the
last of June with W. G. Wilson, of Widener's
Grafonola Shop. He reported increasing sales
of Okeh records and Strand talking machines
in this State.

Mr. Wilson says his business for the first
six months of thrs year has been better than
the first months of th-e year indicated it would
be. ■ The Spring and Summer business has been
kept up largely through the sales of the Outing
portable machines and the Banner records, he
says. He reports, also, a steady sale of his
regular lines of Columbia and Granby machines.
Says Radio Improves Musical Taste

Interest in the radio has developed a taste for
better music and a corresponding increase in
the demand for Kimball talking machines, ac-
cording to C. F. Kahn, of the Capital Paper Co.,
Kimball distributor. He reports that the in-
creased sales of this machine have been more
noticeable recently in Indiana than in the re-
mainder of his territory, which includes Illinois,
Ohio and West Virginia. The farmers are buy-
ing much more readily than they have been, as
indicated by the fact that small-town dealers are
doing a considerably more brisk business than
are the city dealers.

Mr. Kahn reports among his new dealers the
names of Orville Wisehart, of Shirley, Ind., and
R. J. Timmerman, of Batesville, Ind. E. H.
Jarrard, general sales manager of the Kimball
department of the Capital Paper Co., is spend-
ing his entire time on the road developing trade
among the smaller dealers.

The Stewart Talking Machine Co. has made
no announcement to supplement the one it sent
to Victor dealers several weeks ago to notify
them that the company had given up the dis-
tribution of Victor machines. It was said at
the company's office late in June that an an-
nouncement concerning its future business might
be made this month.

John Cartwright Married

John Cartwright, advertising manager of the
Stewart Co., married Miss Charlotte Chance,
daughter of Frank Chance, Indianapolis adver-

tising man, June 26. He spent the early part of
July on a honeymoon trip in the East.

Strong Portable Machine Demand

A big demand for portable machines has made
this year so far an exceptionally good one for
Sonora talking machines in Indiana, according
to Edward Mayer, in charge of the Sonora de-
partment of the Kiefer-Stewart Drug Co., State
distributors. He says the demand for portables
has been greater this Spring than ever before.
Reports received by him from the dealers over
the State indicate a much better outlook gen-
erally than was apparent early in the year, al-
though in certain sections the farmers have not
yet begun to buy.

Now Traveling for the Sonora

C. C. Matthews, formerly a salesman out of
the local office of the Brunswick-Balke-Collen-
der Co., is traveling now for the Sonora line in
southern Indiana and Kentucky. This is the
territory he covered for the Brunswick machine.
He takes the place of G. J. Corrigan, who has
left the Kiefer-Stewart Drug Co. to accept a
position in the Sonora factory at Saginaw, Mich.

"The outlook for Fall and Winter trade is
exceptionally good," says Walter J. Baker, of
the Brunswick Shop. "Not very many prospec-
tive machine buyers came to the store during
May, but the number that came in June was
large. That makes us feel better, whether or
not it is a sure indication of the amount of
business we will do later. Our business so far
in both records and machines has been very
satisfactory. The records of 'Stumbling' and
'Some Sunny Day' and the console models of
machines have been the leaders in the last few
weeks."

Miss Dorothy McCarney, who has been cash-
ier of the Brunswick Shop, was married the
latter part of June to Donald Edmonson, of
Clayton, Ind. The couple are spending their
honeymoon in California.

Baldwin Co. Gains Over Last Year

The first six months of this year were much
better in volume of business than the correspond-
ing period of last year for the talking machine
department of the Baldwin Piano Co., according
to C. P. Herdman, manager. "It kept us work-
ing like the devil to do it, especially through
June," is the way Mr. Herdman explains the
good showing. He says his crew of "outside"
men were largely responsible for continued sales.
Their reports have been that people are looking
for bargains and that the coal strike and
threatened railroad strike have made them timid
in buying.

T. H. Bracken, of the Starr Piano Co., says
his talking machine and record sales for the
first six months of the year show a marked in-
crease over the first six months of 1921. This
last June was particularly good, he says.
Does Well With Fire Sale

The Pearson Piano Co. sold 250 talking ma-
chines in the first six weeks of its fire sale,
which started May 10, according to H. A. Brown.
(Continued on page 78)

Gothic Design

Zimmerman -Bitter Construction Co.

Record Rack

Specialists in

Sound-Proof Hearing Rooms — Record Racks — Service Counters

and General Store Equipment for the Talking Machine Trade
WHY EXPERIMENT?

Let us figure on your needs — we can save you money
OFFICES, FACTORY AND WAREROOMS :

Display Counter

325-327 East 94th Street

New York City

THE TALKING MACHINE WORLD

July 15, 1922

You'll have to buy A-3633 early and often
when folks hear Nora Bayes sing "Atta
Baby" and "Cow Bells." This record is
Miss Bayes at her best.

Columbia Graphophone Co

NEW YORK

TRADE NEWS FROM INDIANAPOLIS

(Continued from page 77)

manager of the talking machine department. The
sale followed a fire which damaged the com-
pany's store and made it necessary for it to do
business in new quarters. Business will be re-
sumed in the old store July 20 with an entirely
new stock of machines and records, the latter
including a full Victor library, Mr. Brown says.
The company is revising its mailing list and
in other ways is preparing for the biggest Fall
trade in its history. It will continue to carry
Victor, Edison, Cheney and Vocalion talking
machines.

Wins Out With Music Memory Contests

Music memory contests have developed ex-
ceptionally good business for Grover W. Sims,
Edison dealer of Oakland City, Ind., Mr. An-
derson reports. Mr. Sims operates four exclu-
sive Edison stores. He has conducted the con-
tests once a month this year in each of four
counties in which his stores are located. At
the end of the school term he held a final con-
test, at which twenty pupils from the four coun-
ties had marks of 100 per cent. This has made
it necessary for Mr. Sims to plan an additional
contest for the purpose of ascertaining which
of the twenty shall be adjudged winner of an
Edison talking machine he has offered as a
prize to the pupil with the highest grade.
Stimulates Edison Business in Louisville

H. T. Castello, manager of the Edison de-
partment of the Baldwin Piano Co., at Louis-
ville. Ky., has developed a scheme which is
bringing him good business in both instruments
and re-creations, he says. Recently he began
giving recitals at the store with students of the
Louisville Conservator}' of Music. The recitals

Records Make Ideal Gifts

Every Victor dealer should
teach his community to ac-
cept this fact.

It will sell records the year
around as well as in the hol-
idays and it will sell Vic-
trolas as well.

C0LUMBU5~0HI0

t VICTOR DISTRIBUTOR^

became so popular that they were given also
before church audiences and at entertainments
conducted by various other organizations. The
featured artist has been a y.oung woman, six-

teen years old, who is said to be one of the most
promising students of Madam Cara Sapin, of
the Conservatory. The popularity of these con-
certs shows no sign of abatement.

THE T WIN CI TIES

Crop Conditions Create Optimism Among Dealers — Trade Stocking
Up — Business Prospects Decidedly Stimulating — News of Month

Minneapolis and St. Paul, Minn., July 7. — The
wailing notes heard so long- in the Northwest
although covered somewhat by various devices
representing optimism are almost completely
stilled by the highly encouraging reports on
crop conditions. Nothing equal to the roseate
predictions have been heard for twenty years and
unless some dreadful visitations appear a large
and bountiful harvest is almost a certainty right
now. The result is that merchants and manu-
facturers and everybody else are on the qui vive
o»" expectancy. And the talking machine men
are in the crowd.

Geo. A. Mairs Says Things Look Bright

"We now can definitely say that matters are
breaking in a satisfactory manner," declared
George A. Mairs, manager of the Victrola de-
partment of W. J. Dyer & Bro. "We are sorry
to relate that some of the rural dealers are hard
boiled in pessimism, but the majority are im-
bued with the prevailing spirit that the good
times are right at our doors. Our books show
an increase in orders. To be sure, some of the
dealers are very cautious in placing orders, but it
is best that way under present circumstances,
and we know that they will have to stock up
later."

Edison Dealers Beginning to Stock Up

It is reported by Laurence H. Lucker, North-
western distributor of Edison phonographs and
records, that the rural dealers are beginning to
stock up for the Fall trade. Quite a number of
orders for immediate delivery are being received,
which indicates that local stocks are low. Good
crop returns inevitably will mean good business
for the jobbers and distributors. Mr. Lucker
has been visiting the Edison factories for some
time, selecting machines for the Fall trade.

From a retail standpoint the Twin Cities are
doing well with the Edison machines. The new
console models at the new low. prices are prov-
ing immensely popular, according to Milton
Lowy, of the Minnesota Phonograph Co.

Col. Sprague Visits Trade in Minnesota

Col. W. S. Sprague, of the Northwestern
branch of the Columbia Graphophone Co., is
back from an extended tour of visits with dealers
in southern Minnesota. He reports that every
mother's son is highly pleased with the outlook
and predicts a fine year for the Columbia
products.

"Business on Up-grade," Says E. F. O'Neill

"All fundamental business in our section is on
the up-grade," says Eugene F. O'Neill, of Beck-
with-O'Neill Co. "While everything- is depend-

ent upon the crops, the latter are said to be in
the best condition for many years. If the con-
dition is maintained for a few weeks longer it
will mean a tremendous upward lift for every
line of business in our section. Anticipating the
harvest somewhat, merchants already are doing
some buying for Fall. Collections are improv-
ing. But — even-thing depends upon a good crop.
If we get it everybody will prosper, if we don't
we will have another dreary year."

Pathe Outlook Improves
Pathe instruments and records are going fine,
according to H. F. Sharar, manager of the phono-
graph department of G. Sommers & Co". Due to
a poor Spring and the distractions of automobil-
ing, fishing and other outdoor activities the trade
still is somewhat slow, but the road men are
turning in more orders and report that there will
be something good to be had in a month or so.

NEW HIS MASTER'S VOICE BRANCH

Opening of Vancouver, B. C, Branch Completes
Trans-continental Chain of Stores

Vancouver, B. C, July 8. — His Master's Voice,
Ltd., has announced the completion of the last
link in its chain of warehouses by the opening of
a Vancouver branch, at 1206 Homer street, in this
city. This completes the distribution system of
the big company, giving it a chain of ware-
houses extending from Halifax, N. S., to Van-
couver, B. C. The new branch will be in charge
of J. H. Biggar, for many years connected with
the Toronto. Ont., office of the company, both
as a road salesman and latterly having charge
of the sales force of the Province of Ontario.

The Starr Piano Co. branch
Ind.. has been discontinued.

at Vincennes,

LAUTER MADE TALKING MACHINES

GOLDEN OAK
FUMED OAK
BROWN MAHOGANY

For Early Delivery

Let us figure today on
your requirements, or
write us for illustra-
tions and prices.

THE H. LAUTER COMPANY

Indianapolis, Indiana

July 15, 1922

THE TALKING MACHINE WORLD

Latest Design
Beautiful Tone

Best Quality
Lower Price

PHONOGRAPHS

Strand Queen Anne
Period Console
Lists at $125

Strand Louis XV
Period Console
Lists at $150

The Policy that Succeeds

1. Quality and Design

To build none but first-class instruments
and to concentrate on correct flat-top con-
soles, every instrument guaranteed.

2. Low List

So that you may offer better values, make
sales easier and oftener and increase your
rate of turnover.

3. Long Discounts

To give you a liberal profit on each sale
and make it doubly attractive to handle
Strand Consoles.

4. Trouble-proof Shipping

Prompt, safe deliveries assured by an
ample output and a trouble-proof shipping
system.

5. Protection

Exclusive territory; you are protected against dividing
your trade with nearby competitors.

"It's the Dealer's Turn Now"

These Direct Strand Representatives are Ready to Serve You:

RICHARD H. ARNAULT, 95 Madison Avenue, New

York City
W. O. CARDELL, Tulsa, Okla.

A. H. DANKMAN, 327 Adams Street, Buffalo, N. Y.
CONSOLIDATED TALKING MACHINE CO, 227 W.

Washington Street, Chicago, 111.
A. C. ERISMAN, 174 Tremont Street, Boston, Mass.
W. S. GRAY, 942 Market Street, San Francisco, Cal.
STERLING ROLL & RECORD CO., 137 West Fourth

Street, Cincinnati, Ohio
ARTOPHONE CORPORATION, 1103 Olive Street,

St. Louis, Mo.
H. KALISKI, Hotel Monteleone, New Orleans, La.

G. C. SILZER, 1019 Walnut Street, Des Moines, la.

WALTER L. ECKHARDT, 624 Market St, Philadelphia,
Pa,

RICKEN, SEEGER & WIRTS, Globe Bldg, Detroit,
Mich.

W. F. STANDKE, 1120 Grand Avenue, Kansas City, Mo.
MERVIN E. LYLE, 214 Peachtree Arcade, Atlanta, Ga.
R. J. JAMIESON, 25 Taylor Arcade, Cleveland, Ohio

H. J. IVEY, General Delivery, Dallas, Texas

L. D. HEATER, 614 East 28th Street, Portland, Ore.
OTIS C. DORIAN, 11 Bloor Street, E. Toronto, Ont.
R. L. CHILVERS, 49 Lincoln Avenue, Montreal, Que.

To responsible dealers we offer a profitable franchise
in localities not being yet covered. Write or wire,

MANUFACTURERS PHONOGRAPH CO., Inc.

95 Madison Avenue New York

GEO. W. LYLE, President

THE TALKING MACHINE WORLD

July IS, 1922

SPECIAL EFFORTS BRING
RESULTS IN BROOKLYN

Portable Models and Records for Summer Camps
in Evidence in a Sales Way — Long Island
Phonograph Co. Scores in National Sales Cam-
paign— New Establishments, Agencies and
Store Enlargements — News of the Month

The Brooklyn and Long Island talking ma-
chine trade during the past month has been gen-
erally quiet, but, as usual, there are always some
dealers who are more progressive than others
and who have made special effort to bring their
sales totals to normal, which has resulted in a
very fair month, generally speaking. Sales of
large machines have not been very satisfactory,
but there have been a large number of the
small portable models sold. Record business has
been very fair and the demand for popular num-
bers has been especially lively. No doubt these
popular selections are sold as a part of the equip-
ment of the small table types which are to be
taken away to Summer camps by purchasers.

Some dealers, taking advantage of the lull in
business, are devoting their time to redecorating
and renovating their stores so as to be better
prepared to meet the expected large Fall and
Winter business. This is time well spent and.
no doubt, sales and business done in the Fall
will more than justify the expenditure made by
the dealer in rearranging his store at this time.
Wins Sonora Jobber Contest

The Long Island Phonograph Co., Sonora job-
ber for this section, is being congratulated by
the Sonora Co. and its many friends on the
splendid showing it has made during the past
> ear in the national Sonora sales campaign.
Through the good work of everyone connected
with the organization the sales total for the year
has won for the company the honor of showing
the greatest gain of any jobber based on the
ratio of sales to the population of the territory
which they cover. Every Sonora jobber in the
country participated in this unique sales cam-
paign, which started May, 1921, and ended May,
1922. As the Long Island Phonograph Co. is
the youngest jobber on the list, the winning of
this coveted prize is a signal honor and reflects
the splendid work done during the past year. A
handsome silver loving cup is to be presented
to this organization for its great achievement.
According to R. H. Keith, general manager of
the Long Island Phonograph Co., no particular
man in the organization is responsible, but every

NOW IS THE TIME

MAKE YOUR PREPARATIONS NOW— NOT
ONLY FOR YOUR SUMMER BUSINESS BUT
FOR YOUR FALL TRADE.

DO NOT LET YOUR STOCK GET TOO LOW.
YOU MAY REGRET IT.

WE LOOK FORWARD TO A LIVELY FALL
AND WINTER TRADE.

BE PREPARED

UNERICAN

TALKING MACHINE C«.

BROOKLYN , N4.*T.
VICTOR. WHOLESALER!

member played an important part in enabling
this company to secure this enviable position
among the Sonora jobbers. The members of this
organization are: J. J. Schrattweiser, sales man-
ager; Geo. A. Sheehan, credit and office manager;
J. A. Keelan, dealer service manager, and Lee
Coupe, who covers Long Island territory.
Arell Phonograph Co. Enters Field
Among the latest additions to the retail trade
in this section is that of the Arell Phonograph
Co., Inc., which has just opened its new Victor
establishment at 220 Utica avenue. A. J. Free-
man, well known in talking machine circles in
Greater New York, is the proprietor of this new
store and is a man of long experience in the
retail talking machine field. He was formerly
with Bamberger's talking machine department in
Newark, N. J., and also managed the talking ma-
chine shop conducted by Lev}7 Bros., on Broad-
way. His experience covers a period of fifteen

TT7E offer our dealers a Service which is in
* * keeping with the standards of "the High-
est Class Talking Machine in the World."

STHE INSTRUMENT OF QUALITY
onor;
CLEAR AS A BELL

The bond between us and our dealers is "more
than a business connection." It is said of us
that we are "Suppliers to Satisfied Sonora
Dealers."

Any communication from you will have
■ our prompt and careful attention.

Long Island Phonograph Co., Inc.

Sonora Distributors for Brooklyn and Long Island
150 Montague Street, Brooklyn, N. Y. Telephone Main 4186

years and he is well qualified to carry on this
business successfully. The store is probably one
of the finest-equipped in metropolitan New York,
and no pains have been spared to equip it with
every modern convenience for handling retail
trade. Several private hearing rooms are a part
of the equipment and a magnificently appointed
reception room as one enters the store is a fea-
ture. The first impression of the customer as
he enters is a lasting one, as the general scheme
o; decoration is one of harmony and welcome.
Air. Freeman is receiving the congratulations
from a host of friends who are wishing him un-
limited success in this new venture.

R. W. Olsen & Co. to Move

R. W. Olsen & Co., well-known Victor dealers,
who have conducted a successful retail business
at 914 Flatbush avenue, are moving into larger
and more commodious quarters at No. 904, a few
doors below. These new quarters are mod-
ern in every respect, new booths and new serv-
ice counters having been installed and, in gen-
eral, equipped with the latest improvements in
retail talking machine shops. This move was
made necessary by the steadily increasing busi-
ness of the company and this change is made
at this time so as to be prepared for the ex-
pected increased business during the coming Fall
and Winter months. As heretofore, the company
is to feature the Victor line of machines and rec-
ords exclusive^.

Victor Dealers Pushing Portable Models

The American Talking Machine Co., Victor
wholesaler, is very enthusiastic over the progress
made by its dealers in marketing the Victrola
portable model. A special effort has been made
to bring this high-class portable machine to the
attention of many prospective buyers and the re^
suit has been that many of these machines already
have been sold. The officials of this company are
sparing no effort to co-operate with dealers to
make the Summer business a prosperous one and
are offering them a service that is bound to show
results.

Nassau Radio Co. Opens New Agencies

The Nassau Radio Co., distributor of John
Firth & Co. radio products in Brooklyn and
Long Island, reports that talking machine deal-
ers are showing a keen interest in wireless prod-
ucts and that many new agencies are being opened
up. Otto and Albert Ruckaber, who manage this
business, are very enthusiastic and are making
every effort to introduce John Firth products to
talking machine dealers in this section. Although

July IS, 1922

THE TALKING MACHINE WORLD

STUMBLING

To fill an order for the Victor
record "Stumbling," or any other
current success, without making
at least one additional sale, is
stumbling salesmanship.

The attention of every pur-
chaser of popular records should
be drawn to the wealth of mate-
rial to be found in Victor Red
Seal records.

G T WILLIAM? CO. m

117 DUFFIELD $T. — BROOKLYN,**

business has a tendency to be quiet at this time
they state that work done now will bear fruit in
the early Fall. Many dealers who have been in-
terviewed have signed up with the provision that
they will begin to carry stock on September 1.
However, there has been a demand for complete
radio sets and all indications are that many
more complete units will be sold during the
Summer months.

Sterling Co. Absorbs Goetz Business
An important event in talking machine circles
in this section this month was the closing of
negotiations by the Sterling Piano Co. for the
purchase of the entire stock and lease of
Goetz & Co., at 81 Court street, where the Ster-
ling Co. will move its stock of pianos and talking
machines and make its headquarters from now on.
This move has been under consideration for some
months past and a new location has been sought,
but heretofore a desirable one could not be found
and in order to procure an advantageous locality
the company concluded arrangements whereby it
secured the store and business of Goetz & Co.
The two enterprises have been merged and the
business will be conducted under the name of
the Sterling Piano Co., Inc. The officers are:
George U. Tompers, president and treasurer;
Philip Ritzheimer, vice-president, and J. F. Smith,
secretary.

The complete line of well-known makes of
pianos and talking machines which have been fea-
tured in the past by both companies will be
carried. The talking machine department, ac-
cording to E. A. LeTure, manager, will be given
a very fine position on the first floor, which will
represent a decided improvement over the old
location at the Fulton street store, where the
talking machine department was located in the
basement. Mr. LeTure is very keen about this
new move and expects a substantial increase in
business as a result. The Victor line will be
featured.

W. Ackerman Takes Over Getts Co.

Another newcomer in the Brooklyn retail talk-
ing machine trade is William Ackerman, who
has bought out the business of the Getts Piano
Co., located at 698 Central avenue. Mr. Acker-
man has been manager of this store for some
time past and when the opportunity pre-
sented itself to purchase this business he imme-
diately took advantage of it. The firm name is
to be changed from the Getts Piano Co. to the
Ackerman Music Store and Mr. Ackerman is
in direct charge, as he has been heretofore. His
long experience in retail circles in metropolitan
New York qualifies him as one of the best retail
salesmen in this section and his host of friends
are congratulating him and wishing him unlimited
success in his new business.

Does Fine Sonora Business

Manager A. G. Smith, of the Lafayette Music
Shop, at 269 Kingston avenue, is being congratu-
lated on the splendid showing in sales made dur-
ing the month of June. The total receipts for
this month were greater than those of May and
greater than June of last year, a record which
is an enviable one in every respect. Among the
sales made during this month by Mr. Smith were
two Chippendale DeLuxe Sonora models, which
retail at $450 each. In view of the fact that re-
tail sales generally have been at a minimum this
record is worthy of high commendation, but, as
Mr. Smith stated, it is the result of a concen-
trated effort made by himself and his organiza-
tion to make the month of June a record one if
possible. Some newspaper advertising was re-

sorted to, but the principal work done was in the
way of personal calls on prospective buyers,
backed up by a very friendly personal letter.
Brunswick Temple Adds Sonora

The Brunswick Temple of Music, located at
Kings Highway and Coney Island avenue, has
just been appointed Sonora representative by the
Long Island Phonograph Co., Sonora jobber in
this territory. Milton Kramer, proprietor of this
up-to-date shop, has successfully conducted the
business for some time past and, with the ad-
dition of the Sonora line, is equipped to cater to
al! classes of trade. Heretofore Mr. Kramer has
featured the Brunswick line exclusively. Recently
Mr. Kramer took advantage of a moving picture
which was being shown at the local theatre by
placing a Brunswick phonograph in the lobby
of the theatre, which played the record of the
same name as the moving picture. This re-
sulted in splendid publicity for his store and the
Brunswick line.

A. Lesser Remodeling Store

A. Lesser, prominent Victor dealer, at 631 Sut-
ter avenue, is taking advantage of the Summer
months to renovate and redecorate his entire
store. The general scheme of arrangement in
the store is being changed and a new service
counter and a specially designed record rack are
being installed near the entrance to the store.
Heretofore the record racks were in the rear,
but the new arrangement will facilitate service
and prove more efficient. A new window is also
to be installed. When completed the store will
present a very attractive appearance.

Two Fine Sonora Sales

A. Heilbroner &' Sons, who conduct a store
at Fifth avenue and Fifty-third street, made two
fine sales this month, consisting of Sheraton pe-
riod Sonoras, which retail at $375 each. These
two sales were the result of much active cam-
paigning on the part of Ralph Heilbroner, man-
ager of the business in the absence of his father,

A. Heilbroner, who is vacationing in Europe for
the Summer months.

A. Sklar Takes Over Sumner Store

A. Sklar, of the Ralph Music Shop, 149 Ralph
avenue, has taken over the entire stock and
business of the Sumner Music Store, located at
268a Sumner avenue. Mr. Sklar conducts a
thriving business at 149 Ralph avenue. He will
continue the Sumner business at the present loca-
tion, but will change the name to the Ralph Music
Store. Mr. Sklar intends to take personal charge
of this new business for the time being and in-
tends to make several improvements that will
make the store one of the finest in this section.
The new store is to feature the Sonora line of
machines in conjunction with other well-known
makes. Sheet music and musical instruments
will also be handled.

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Bottling up a telephone message until the per-
son rung up has returned to the office or house
has become a possibility by the combinatipn of an
invention of Poulsen, the famous wireless tele-
phone pioneer, and a wireless valve.

If a telephone call is made and the person
wanted is not available a simple recording in-
strument can be set in motion and a message
dictated that can be repeated at any time later.

The Poulsen telegraphone, invented many
years ago and displayed, by the way, at an elec-
trical exhibition in New York, is a device in
which -a telephone message can be impressed
upon a moving steel ribbon by means of mag-
netic action. When the ribbon has run through a
simple reproducing device it repeats the message
but so feebly that the invention was abandoned

An instrument has now been constructed by a
man named A. Nasarischwily with which the
reproduced sound can be amplified to any degree
of loudness by the use of one. of the valves now
employed universally in wireless reception. The
steel wire or ribbon, with its magnetic message,
can be removed from the instrument and sent b)'
post and the message reproduced in any other in-
strument and permanent records can be made
of speeches and so on.

The inventor claims that a message or signal
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and received by the engineer of the train directly-
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THE TALKING MACHINE WORLD

July 15, 1922

C L E V E L A ND

Dealers Going After Business — Co-operative Ad Campaign Effec-
tive— Window Displays Help — Announce New Agencies — The News

Cleveland, O., July 10. — Advertising seems to be
the outstanding feature in the talking machine
trade here during the last month. Louis Meier,
of the L. Meier & Sons Co., gained a great deal
of favorable publicity when he gave a children's
lawn party to 300 Cleveland youngsters on the
spacious lawn which is located next to his es-
tablishment. Mr. Meier's daughter, Lillian, took
charge of the affair and the little ones played
games and danced while a large Victrola with an
amplifier, placed on a truck, supplied the music.
Passers-by gathered about the lot, and Mr. Meier
received many requests for permission to use the
truck in other parts of the city. Before the
children left they were supplied with candy and
balloons as favors.

Starts Co-operative Ad Campaign

The Eclipse Musical Co. has started a big co-
operative advertising campaign, which is ex-
pected to make this Summer one of the biggest in
the history of the talking machine. It is planned
to send out suggestions for advertising, and ma-
terial for the same to the dealers for direct dis-
tribution to the consumer. The Victor portable
machine is the big feature of this campaign.

T. H. Towell, president of the Eclipse Musical
Co.. has created an article which will make the
portable Victor machine one of the most popular
sellers. It is a new leather cover and the big
feature is that the cover is finished with a pocket
that will contain twelve records.

According to Edward B. Lyons, general man-
ager of the Eclipse, Air. Towell thought of the
cover when it was noticed that many consumers
complained of the marring effect of weather on
the finely finished surfaces of the portables. He
experimented with a leather-like material and dis-
covered that the appearance of the portable

might be improved and the attractiveness in-
creased. Corners, handles, catches and other
hardware on the exterior of the machines were
removed, and the leather material applied with
shellac. The hardware was then replaced, and a
leather-cased machine resulted. The patent on
this feature has been applied for.

Featuring Window Displays

Dealers in the city are doing advertising on
their own account. The Euclid Music Co., on
Superior avenue, has installed a Magnavox out-
side of its store which advertises the new records,
and M. O. Mattlin, of the Home Piano Co.,
claims that a window display of Cheney phono-
graphs has increased the sales of this establish-
ment one hundredfold.

Window displays seem to be the most popular
means of advertising. One of the outstanding
windows of the month was that of the B. Dre-
her's Sons Co., created by William G. Bowie,
manager of the talking machine department. The
green Victor record books and pink pamphlets
were arranged in checkerboard form on the win-
dow floor, with the well-known Victor dog on
guard. It was possible to see this striking color
scheme from different points in Play House
Square, where the Dreher establishment is lo-
cated.

Doing Well With Health Records

Manager Dan E. Baumbaugh, of the talking
machine department in the May Co., is continu-
ing his campaign on the Walter Camp health rec-
ords and the Wallace reducing records. His lat-
est step is a new pamphlet just issued, which an-
nounces special demonstrations and lectures on
the Wallace reducing records, and arrangements
are being made for four classes in weight reduc-
ing, which will be held in the private demo'nstra-

Summertime — dancing-time
— and the 50c. record!

Summertime is dancing - time — country homes, lawn
parties, beach parties, automobile parties! Everybody
dances and everybody buys dance music!

But who buys the expensive dance records?

Surely not the man who knows where to buy the
good popular priced records.

If he is near a BANNER RECORD dealer he knows
that he can step in and buy full 75c. worth of record
value for 50c. He knows that the tone quality is the
same and that the record will last as long. He knows
that the recorders are all famous stars "Broadway-
known."

He knows this and he buys BANNER. He tells his
friends and they, too, buy.

They all buy — continually. That explains why
BANNER sells big the year round.

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tion rooms of the May Co. talking machine
department. Miss Jane Louis, who has charge of
this division, is now on her vacation at Sedalia,
Mo. On her way back to Cleveland she plans to
stop at the Wallace Institute in Chicago, for fur-
ther instruction in conducting the work here.

Much interest was aroused in local talking
machine circles when the Arrow Phonograph Co.
announced that it had just perfected a new lateral
record. The completion process has been simpli-
fied and the result is claimed to represent a real
forward step in record production. The right to
manufacture the new record will be disposed of
shortly.

Some New Cheney Dealers

Four significant accounts were closed by the
Cheney Phonograph Sales Co. this month. These
include the Buescher Co., the George E. Dales
M usic Co., Akron; the Andrewson Music Co.,
Dayton, and the Ampico Studio, Columbus. These
are only a few of the new accounts being booked
by jobbers serving this locality, the best indica-
tion of the trend of new business at this time.
To Extend Brunswick Territory

Plans for taking over the Buffalo territory
and making it a definite part of the Cleveland
district branch are being completed at the local
Brunswick-Balke-Collender Co. branch head-
quarters, and it was expected that by the middle
of July the new plan will be in operation.
New Concerns in the Field

The Home Piano Co. recently announced that
it has opened a new store, the Globe Piano Co.,
in the Woodland-East Fifty-fifth section, and al-
ready the Vocalion Co., of Ohio, has designated
the new store as retailer of the Vocalion records
in Cleveland.

The Center Furniture Co., which opened a short
time ago, will handle Sonora machines, according
to latest announcements.

Pleased With Convention Visit

Victor jobbers from Cleveland who attended
the recent convention at Atlantic City returned
home with plenty of enthusiasm for their respec-
tive lines. Leaders in the industry in Cleveland
who were at the meetings included George R.
Madson, president of the Cheney Phonograph
Sales Co.; Edward B. Lyons, general manager
of the Eclipse Musical Co.; Howard J. Shartle,
general manager of the Cleveland Talking Ma-
chine Co.; Miss Elsie Baer, manager of the M.
O'Neil Co., Akron; Louis Meier, the L. Meier &
Sons Co.; J. W. McNamara, of the Empire Phono
Parts Co., and Dan E. Baumbaugh, manager of
the May Co. talking machine department.
Two New Starr Phonographs

Two additions in the styles of machine have
been made at the Starr Piano Co., according to
D. G. Free, retail sales manager. One is a large
machine called "Eighteen," made in both dark
and light finish. The other is a small table ma-
chine, and is proving popular with purchasers.
Tie-up of Record and Photoplay

An interesting experiment of linking up the
photoplay appearance and records of the same
name was effectively made by the Remick Song
Shoppe, when "Second Hand Rose" was tied up
with the arrival of the film of the same name at
the Cameraphone Theatre.

Meeting of Local Association

At the last meeting of the Cleveland Music
Trade Association the following firms were rep-
resented: The H. B. Bruck & Sons Co., the
Cheney Phonograph Sales Co., M. V. De Foreest,
the B. Dreher's Sons Co., Home Piano Co., the
May Co., the Muehlhauser- Bros.' Piano Co., G. M.
Ott Piano Manufacturing Co., J. O. Raeder, Ran-
dolph House of Good Music and the A. B.
Smith Piano Co.

July IS, 1922

THE TALKING MACHINE WORLD

ifnlLADELPHIA

and

IPCALIiy

•

Philadelphia, Pa., July 8.— A rather unexpected,
but very welcome, increase in the volume of
business is reported by the majority of the talk-
ing machine and record dealers in Philadelphia
for the week or ten days preceding the Fourth
of July holidays.

The sudden spurt served to increase the opti-
mistic outlook of the trade in general in this city
regarding the Fall business, as the dealers admit
that a pre-Fourth of July rush in business has not
always proved, to be the rule in the past except
in those years when very prosperous times were
ahead.

Therefore, they feel that they now have solid
grounds upon which to base their general pre-
dictions that the Fall trade will prove to be ex-
ceptionally brisk and that the decline in business
has passed. As a consequence all of the lead-
ing distributors are rounding up their forces
to meet the heavy demands they anticipate from
the dealers shortly.

Viewing the local talking machine and record
business from every angle several of the leading
distributors assert that the trade has a more
healthy aspect at the present time than even they
had hoped for a few months ago.

Believes in Canvassing

One of the dealers and distributors who be-
lieves that the business in the Fall will equal, if
not exceed, previous records and who also be-
lieves that the best way to increase sales during
comparatively dull times, such as the present is,
by going out after the business in a vigorous
fashion is H. W. Weymann, head of the well-
known firm of H. A. Weymann & Son.

"Recently I have made a number of personal
calls upon many of our Victor dealers to per-
suade them to put on outside canvassers for the
purpose of boosting their business in Victor talk-
ing machines and records," said Mr. Weymann.
"At first their objections to this course were
based on the belief that it would not pay them to
employ special canvassers during the Summer
months. However, several of the dealers who
decided to give my suggestion a trial have just
reported that they have succeeded in selling a
number of Victor machines of the portable type
to families who will spend the Summer or their
vacations at the seaside, in the country or in the
mountains. "The sale of these small portable
models, I know, will eventually lead to the pur-
chase of more expensive cabinet models."

Mr. Weymann states that if all of the Weymann
dealers will write to him, giving a list of the
Victor records of which they have especially big
stocks on hand the Weymann firm will give these
records consideration when the list of records for
the mid-month suggestion hanger is being made
out, as this suggestion hanger is issued for the
purpose of aiding the dealers in disposing of
their surplus stock of Victor records.

Perm Co. Officials in New Offices

The officials of the Penn Phonograph Co. have
just moved into their new offices, located on the
second floor of the company's handsome build-
ing, at 913 Arch street, which was formerly used
as a stockroom. The entire floor has been beau-
tifully decorated and extensive alterations have
been made during the past few months, until now
the offices of T. W. Barnhill, the head of the
Penn Phonograph Co., and those of his assist-
ants and the general office force are undoubtedly
among the most attractive that may be found in
Philadelphia. The walls and ceilings of the new
offices have been finished in a light cream color,
which, combined with the many large plate-glass
mirrors located decoratively in various parts of
the second floor and the handsome indirect light-
ing fixtures, tend to give the offices a soft light
that fills every corner.

Mr. Barnhill's personal offices are situated at

the front of the building with the side and rear
partitions made up largely of plate-glass, so that
he has absolute privacy as far as sound is con-
cerned, but at the same time he is able to see
everything that is going on in the rest of the
offices. Next to Mr. Barnhill's offices is found
the elevator entrance, with the telephone switch-
board, next to which is located a large and hand-
some display room. Back of this comes the spa-
cious reception room, while at the rear of the
building are the general offices, where the clerks
are to be found.

Reports Heavy Jump in Orders

F. B. Reinecke, manager of the Louis Buehn
Co. sales force, at 835 Arch street, reports that
he is very much pleased and surprised by the
remarkably large sales made during the first week
of this month. He attributes this unusual spurt
in business to the fact that the Buehn dealers
undoubtedly have made big sales of talking ma-
chines and records prior to the Fourth of July
holidays, with the natural result that they at
once gave orders to fill up their stock.

Louis Buehn and his family have recently
moved into their Summer home at Ocean City,
N. J. Mr. Buehn is commuting to his office three
or four days each week.

The Victor Co. has just sent to Mr. Reinecke
a sample of the new wrapping envelopes which
will be issued soon as coverings for the Victor
records. Prior to this time the Victor Co. has
never made a wrapping envelope and conse-
quently all Victor dealers will welcome this in-
novation. He expects a stock of these envelopes
within a week and, owing to the fact that the
Victor Co. purchases them in large quantities,
they will be sold at a very low price to the
dealers.

G. W. Hoover Believes in Action

G. W. Hoover, president of the Philadelphia
Victor Dealers' Association, whose store is lo-
cated at 1031 Chestnut street, is of the opinion
that now is the time for all the talking machine
dealers to concentrate their efforts upon the sale
of the portable models, as during the Summer
months people want light, durable and efficient
machines to take with them during their vaca-

tions. Mr. Hoover points out that the time for
selling the more elaborate models is during the
rest of the year, when people are at home.

Mr. Hoover states that there will be no fur-
ther meetings of the Victor Dealers' Association
during the Summer months, but that their regu-
lar sessions will be resumed in the Fall, when he
expects that many items of considerable impor-
tance will be brought up for consideration and
action.

Auto Fleet for Edison Field Men

With the acquisition of a new Ford roadster,
especially equipped, the Girard Phonograph Co.,
Edison distributor, has done away almost wholly
with railroad fares as part of salesmen's travel-
ing expenses.

P. R. Hawley, manager of this organization,
has aimed for a long time to organize a fleet
of automobiles for the use of his traveling rep-
resentatives. As proof of his contention that
traveling by auto enables the men in the field
to strike many towns not reached by railroads
and that it does away with the endless delays
provoked by railroad schedules, the entire staff
has demonstrated that it can now cover just
three times the ground that it heretofore has
and with better results.

The new car, like those already in service, is
equipped with a phonograph and a generous
supply of re-creations. This affords the sales-
man an excellent opportunity to demonstrate
the phonograph anywhere and at any time and
it is no unusual sight in small towns to see one
of these cars in front of a prospective dealer's
store, with dozens of the townspeople standing
about enjoying a midday concert.
Columbia Grafonola Dealers' Association Meets

The June meeting of the Columbia Grafonola
Dealers' Association of Philadelphia was held
on the 27th at the Hotel Adelphi. The enter-
tainment and publicity committees submitted
various reports for the meetings of the Colum-
bia dealers to be held in Philadelphia this Fall
and further details regarding these meetings will
be presented to the members at the July session.
A special drive for membership will be inaugu-

(Continued on page 84)

Guard

Victor]

Penn-Victor Dogs are the best watchmen of Victor
Welfare in the Home.

Sold by most Victor Distributors.
Write them or us for prices.

Penn Phonograph Company

913 Arch Street

Victor Wholesale Only

Philadelphia, Pa.

THE TALKING MACHINE WORLD

July 15, 1922

THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 83)

H. A. WEYMANN & SON, Inc.

1108 Chestnut Street Philadelphia, Pa.

VICTOR WHOLESALERS

PLAYER ROLLS
^£YA\ANK "KEYSTONE- STATE SOTfe ifeRMg

YOUR BUSINESS

and OUR BUSINESS

are very much the same, Mr. Victor
Retailer. We have the common pur-
pose of increasing Victor merchan-
dise sales. Getting together
will prove mutually M
advantageous

rated before the next meeting and it is expected
that this drive will produce substantial results.

George Ross, of the Ross Frankford Music
Store, supplied the music for the races at the
Frankford Driving Club Race Track, with a
Columbia Grafonola and Columbia records in
conjunction with a Magnavox. The music made
such a hit that Mr. Ross secured several Grafo-
nola prospects, including two of the judges.
W. C. Stiver, Jr., Undergoes Operation

William C. Stiver, Jr., field representative for
the Girard Phonograph Co., local Edison dis-
tributor, has just recovered from an operation
which took place a few weeks ago.

Having been formerly identified with the W. C.
Stiver Co., Edison dealer in this city, and en-
joying the acquaintance of practically every Edi-
son dealer in the local territory, Mr. Stiver had
the personal good wishes of the entire Edison
trade during his illness.

Interesting Vocalion Records

The Lincoln Business Bureau, 1011 Race street,
of which B. H. Rogers is the manager, and which
is the local distributor for the Vocalion phono-

Stimulates
Talking Machine Business!

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The Phono-Toner (actual size)

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PHILADELPHIA, PA.

Forms handle
for needle set-
screw.

graphs and Red records, has just issued a new
list of twenty-four double-face records that have
just been placed on the market. Included among
these records is one that features a melody that is
more than 200 years old. In telling of this rec-
ord and the others on the list, Mr. Rogers said:

"A distinctly new art has been developed in
the composition of the music settings for phono-
graph recording. Songs are not recorded 'as is'
any longer. In fact, the Vocalion always strives
to introduce appropriate pieces of musical scenery
of a descriptive character that add materially to
the effect of the whole composition."

Open Attractive Columbia Store

The South Ninth Street Talking Machine
Shop has opened up a very attractive Columbia
store at 903 South Ninth street. The owners
of the store, Antonio Gallo and Joseph Caroley,
are very enthusiastic regarding the possibilities
for Columbia business and have arranged for an
important advertising campaign.

Reports Encouraging Conditions

The Talking Machine Co., Victor distributor,
reports an increased demand from its dealers dur-
ing the last two weeks of June, which has con-
tinued to manifest itself thus far in July. Good
Fall business is looked forward to.

G. W. Witney Tells of Heppe Activity

George W. Witney, manager of the C. J.
Heppe & Son's store, tells of numerous sales
within the last few weeks of the portable outing
models of the Victor machines, which, he says,
seem to be increasing in popularity with the
general public by leaps and bounds.

Conditions With Weymann

H. W. Weymann, of H. A. Weymann & Son,
is commuting each day between the Quaker City
and Atlantic City, where he is spending the Sum-
mer months with his family at one of the well-
known hotels. He says that fully 50 per cent
of the Weymann dealers have placed their ad-
vance orders for Victrolas for September, Octo-
ber, November and December, and from this fact
he declares that it is apparent that these dealers
seem to hold his views to the effect that the

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Fall trade will establish new records and that in
accordance with this optimistic outlook the deal-
ers wish to be prepared to meet the demands of
their customers and consequently are placing
their orders now so that they "will not be caught
napping."

Enlarged Quarters for Stern & Co.
Stern & Co. have just completed an addition
of 10,000 square feet to the second floor of their
building at 712 Market street. The Columbia
department, which is located on the second floor,
is included in the improvement and plans are
being made for an active Fall trade. This is a
Unico-equipped department throughout, which,
naturally, made rearrangement and enlargement
easily accomplished. The department is under
the management of Miss Frances J. Eastbrom.

HAWLEY ADDRESSES KIWANIS CLUB

Manager of Girard Phonograph Co., Edison
Distributor, Pictures Life of Edison

Allentown, Pa., July 3. — Unusual interest sur-
rounded the regular noonday luncheon of the Ki--
wanis Club here recently, when P. R. Hawley,
manager of the Girard Phonograph Co., Phila-
delphia, Edison distributor, gave the members
a verbal picture of the life of Thomas A. Edi-
son and of the invention of the phonograph.

W. J. Flach, secretary and treasurer of the
Yeager Store, Inc., Edison dealer, was chairman
of the luncheon and introduced Mr. Hawley,
who had been invited to visit Allentown espe-
cially for the occasion. Following the address
Albert Schantz, a violinist well known in
Coopersburg, entertained the members with sev-
eral numbers, including a tone test with the
phonograph, which was generously applauded.

Both the Allentown newspapers gave space to
the address in full and expressed the belief that
the renewed interest in the phonograph engen-
dered by the affair would prove an added stimu-
lus to the trade in that community.

MUSIC MASTER HORN POPULAR

Product of General Radio Corp., Philadelphia, of
Great Acoustic Merit — Also Handles Radio
Parts and Equipment — New Dealers Added

Philadelphia, Pa., July S. — The Music Master
horn, announced by the General Radio Corp., of
this city, last month, has met with much popu-
larity among the talking machine dealers carry-
ing radio equipment. Mr. Eckhardt points par-
ticularly to its laminated wood construction as
the best suitable means for magnifying sound
naturally. It is claimed that this horn produces
an exceptional volume of sound and at the same
time retains the true tonal quality of the singer,
the full richness and accurate shadings of ex-
pression. Mr. Eckhardt stated that the Music
Master horn has the advantage of being a tested,
fully proved invention, having been fully accepted
in the difficult requirements of talking machine
circles. These horns, attractively built and fin-
ished, are planned in two sizes, twenty-one-inch
for concert work and fourteen-inch for the home.

The General Radio Corp. is also the pro-
ducer of the "Geraco" line of radio parts and
equipment. Mr. Eckhardt states that a number
of new dealers have been added to its list.

July 15, 1922

THE TALKING MACHINE WORLD

Only 50 Cents

The Talking Machine World Trade
Directory has filled a long standing want of
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It gives the kind of information it would
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• • •

Name ...
Firm ...
Street ...

City and State. . '. I . j:-.: .

n -

7-22

THE TALKING MACHINE WORLD

July 15, 1922

JheNewWan£Wan£Bl

by the same Writer.

You can't gp.vrong,
Wi th Nantj 'FElSTSong'

BUEGELEISEN & JACOBSON CATALOG

New Edition Admirably Produced With Great
Line of Musical Instruments That Make Wide
Appeal — Many New Lines Added

Buegeleisen & Jacobson. importers and whole-
salers of musical merchandise, New York City,
hare just presented to the trade their 1922 cata-
log, known as No. 120. The new edition is up-to-
the-minute in every detail and contains within its
covers an exceptionally wide variety of salable
musical merchandise from the various markets of
the world. Although larger in scope, the 1922
catalog has been compiled with less number of
pages. This has been accomplished by reducing
the number of illustrations. Those left, how-
ever, show complete details and give the dealer
all the required information for making his selec-
tion. Manj- new lines have been added and im-
provements made where possible. The numbers
shown have been carefull}' selected and criticized
by both the buyers and sales staff, who are inti-
mately familiar with the wants of the trade.

The merchandise listed is of such standard
makes as Lester, Monarch and Salanti accor-
dions. Duss band harmonicas, Durro & Durro
Master violins, bows, strings and accessories and
the S. S. Stewart line. Particular attention is
directed in the catalog to the Automat show-
cases, which are described therein. Buegeleisen
& Jacobson report that their many dealers have
found these showcases of invaluable assistance in
the handling of sundries and strings, and that

they enable them to carry a small but complete
line in a very limited space. Attention is called to
the probable increased tariff on imported musical
merchandise and its corresponding effect on the
cost of these instruments. The company hopes,
however, that the prices on domestic lines will re-
main stable, although the contemplated change
in the tariff might have some effect.

INVENTS NEW RECORD FILE

W. H. Snyder, Long Island City, N. Y., is the
inventor of a new device for filing records, which
will be known as the "Recordpark." A company
is now being formed to manufacture and mar-
ket this new filing device, which embodies several
distinctive features. The "Recordpark" is built
on the principle known as the "compression-ex-
pansion" method of storage, whereby records are
supported and adjusted under pressure between
plates, with means for expanding the capacity.

COMBINED RADIO AND TALKER

The Concertola Corp., of New York City, which
is the jobber for the National line of talking
machines, is placing on the market a combined
radio and talking machine within one console
cabinet. It is expected that production will
shortly be obtained and the new addition to the
line will be marketed in an energetic manner.

L. K. Tipton, Victor dealer at 506 East Grand
avenue. Beloit. Wis., has discontinued business.

"Musical Merchandise Sales
Are Keeping Us Going — "

That's what a customer from up-state tells us.

He has found his Small Goods department a life-
saver. The brisk business he's been doing in the
smaller instruments and accessories has kept down
overhead, brought new customers into his store (every
one of them a phonograph prospect) and paid profits!

And Musical Merchandise can do the same for
YOUR Store.

Send for our new illustrated Catalog and
our Confidential Trade Price List No. 4.
These two FREE books make Musical
Merchandise buying easy — successful.

THE FRED. GRETSCH MFG. CO.

Musical Instrument Makers

60 BROADWAY Since 1883 BROOKLYN, N. Y.

AN ATTRACTIVE OHIO STORE

Establishment of Chas. M. Zitzer in Mansfield
Most Modern in Every Particular

Ma xsfield, O., July 5. — There are many very
handsome talking machine stores in the State
of Ohio, stores upon which have been spent
much time and money, but one of the most at-
tractive of the lot, according to talking machine
men who know, is that of Charles M. Zitzer,

Interior of Zitzer's Handsome Store

well-known Victor dealer in this city. The
equipment of the Zitzer store is most modern
in every particular, as is indicated by the ac-
companying illustration. The entire arrangement
has been highly praised by traveling men, among
them F. L. Fritchey, of the Perry B. Whitsit
Co., who has an opportunity to study the ar-
rangement of many establishments.

KEEPING IN TOUCH WITH THE TRADE

The Wall-Kane Needle Mfg. Co., Brooklyn,
N. Y., manufacturer of the semi-permanent nee-
dle of that name, reports satisfactory business.
The executives of this concern are strong be-
lievers in keeping in close touch with the trade
and are energetically going after business. B.
Cohen, brother of the president of the compan}-,
is on the road in the interest of the Wall-Kane
needle and has now reached as far as the Pacific
Coast. Mr. Cohen reports that conditions on the
Coast are good and is attesting this through
the orders he is sending in.

S. Kaminshine returned from a trip through
Canada with optimistic reports of present and
future conditions in the Dominion.

N. Cohen, president of the company, left re-
cently for a trip embracing the principal cities in
Canada.

L. G. Evans, of 225 West King street, Lan-
caster, Pa., has leased a store in that city, which
he will open as a talking machine and musical
instrument business in the near future.

The West Piano Co., dealer in talking ma-
chines and pianos, of Moorhead, Minn., is re-
modeling and enlarging its store.

July 15, 1922

THE TALKING MACHINE WORLD

LOS ANGELES

Portable Machines Lead Demand — New Columbia Store — Promi-
nent Visitors — Sherman, Clay £s? Co. to Move — Trade Activities

Los Angeles, Cal., July 1. — Sales of talking ma-
chines during the month of June seemed to
show a slight slackening, although, according to
a number of reports, business from departments
at least equaled and, in many cases, exceeded
that of the corresponding period of last year.
The jobbers and distributors generally report
their sales to be above anticipation.

Southern California Association Honored

A letter has been received from C. L. Dennis,
secretary of the National Association of Music
Merchants, which was addressed to Secretary
Farquharson, of the Music Trades Association of
Southern California, announcing that the Na-
tional Association banner for organized effort
had been awarded to the Southern California As-
sociation. The banner is being properly in-
scribed and will be officially presented at the July
general meeting.

Sherman, Clay President in Town

The Victor dealers of Los Angeles were greatly
pleased to receive a visit from Philip Clay, pres-
ident of Sherman, Clay & Co., during the last
week in June. Mr. Clay had just returned from
the jobbers' convention in Atlantic City and re-
turned by way of Los Angeles, where, ac-
companied by the genial Charlie Ruggles, Los
Angeles manager, he made a number of calls on
the trade.

Motion Picture People Keen for Portables

W. H. Richardson, president of Richardson's,
Inc., reports the sale of Victor portables to
Gloria Swanson, Paramount star, and to Tom
Moore, famous Goldwyn artist. Richardson's
has sold quite a number of portables to motion
picture people, who use them when "out on loca-
tion" as well as for their own private use. The
Motion Picture Directors' Association also re-
cently bought a beautiful console or period model
phonograph from Richardson's, which they in-
stalled in their club house.

Columbia Field Sales Manager in Los Angeles

Robert Porter, field sales manager of the Co-
lumbia Graphophone Co., spent several days in
Los Angeles last month, where he held a number
of salesmen's meetings and visited the trade in
the city as well as out of town.

New Columbia Store in San Bernardino

R. L. Tamplin, owner of the Columbia Stores
Co., operating an exclusive Columbia store in
San Diego, which has been extremely success-
ful during the eight months it has been estab-
lished, has opened a second store at San Ber-
nardino, which he calls "The Store Beautiful."
The general design is patterned after the main
store in San Diego, with the decorating scheme
somewhat different. Following the same plan in-
augurated in his San Diego store, Mr. Tamplin
will handle Columbia products exclusively in
San Bernardino, and he states that this is num-
ber two of a chain of stores which he intends es-
tablishing throughout southern California.
Dupont Takes on Columbia Line

Thomas Dupont has opened a new exclu-
sive Columbia establishment at 854 South Hill
street. He had been handling several lines of
phonographs at another location, but on moving
to his new store decided to handle the Columbia
line exclusively.

Robert F. Porter a Visitor

Robert F. Porter, field sales manager of the Co-
lumbia Graphophone Co., paid a visit to this city a

MOTORS

(Swiss)

DOUBLE SPRING
Suitable (or Portable Phonographs

Stock On Hand, Ready For Delivery

Sample $3.75 — Write for One

MERMOD & CO., 874 £roYadway

few weeks ago on a tour of inspection of the
Pacific Coast branches. While in this territory
he called on all of the Columbia dealers, giving
them the benefit of his experience and knowledge
in the general merchandising field.

Swanson Portable Great Success
R. W. Moon, sales manager of the Swanson
Co., Los Angeles, has made a phenomenally fine
sales record with the Swanson portable phono-
graph on the Pacific Coast. Between March 10
of the present year and the first week of June
he sold over 100,000 of these home and vacation
joy bringers. Mr. Moon left for . Chicago last
month and was forming plans to take over the
distribution of the Swanson throughout the entire
country.

Blue Bird Man Comes South

After spending several weeks in San Francisco
and in the northern part of the State I. S. Lessor,
special representative of the Blue Bird Talking
Machine Co., returned to Los Angeles for a few
days last month. He reported that he had been
devoting a good deal of time to the radio sup-
ply business and had secured several thousand
dollars' worth of orders for cabinets for the Radio
Supply Co., which is affiliated with the Blue Bird
Talk.ng Machine Co.

Sherman, Clay & Co. Move
Sherman, Clay & Co., Victor distributors, are
having a new building specially erected for them,
at the corner of Tenth and Santee streets. Un-
fortunately this building is not yet completed and
their lease in Parmelee Dohrmann Building hav-
ing expired and their old quarters being urgently
needed by the owners, it became necessary to
obtain temporary headquarters with the Wood
Mfg. Co. Manager Ruggles reports that, in
spite of the inconvenience caused, service to
Victor dealers has been uninterrupted and no
complaints have been received.

Good Results From Campaign
The Eastern Outfitting Co., of this city, which
opened its first selected dealers' Grafonola news-
paper advertising campaign last month, has com-
pleted the campaign and reports the sale of 250
instruments as a direct result of this drive. The
company is delighted with the success of the cam-
paign, which was far beyond all expectations.
This enterprising dealer recently added an auto-
mobile truck to its delivery service for the ex-
clusive use of the Grafonola department, a novel
feature of the truck being the fact that there is
painted in colors on each side a reproduction of
the illustration used on the front cover of the
Columbia record supplement in February, 1922.
Los Angeles Salesman Goes to Seattle
C. H. Meurs, who is known very well in Los
Angeles, where he had been employed in sev-
eral phonograph departments as a salesman, left
here for Seattle last month to fill a position with
the Bush & Lane Piano Co. Mr. Meurs, in ad-
dition to being an excellent salesman, is an en-
thusiast in music and grand opera.

George W. Lyle in Los Angeles
George W. Lyle, president of the Manufactur-
ers' Phonograph Corp., spent several days in Los
Angeles last month and was met by Walter S.
Gray, of the Walter S. Gray Co., of San Fran-
cisco. Mr. Lyle, who has many friends in the
trade on the Pacific Coast, reported excellent
sales of the Strand phonograph, both in Los
Angeles and in the East.

SUGG & ROUNTREE BUILDING STORE

Kinston, N. C, July 8. — Sugg & Rountree, of
this city, dealers in musical instruments, includ-
ing talking machines, are erecting a new store in
order to facilitate the handling of their increased
business. The company also plans to increase its
stock as soon as the new establishment is com-
pleted.

Every Sale
Counts This
Time of Year

There is a good steady profit
to be made during the sum-
mer months by displaying
and featuring Sonora Semi-
Permanent Needles. They
are easy sellers because the
Sonora name is on every
package and because they are
the idea! needles for dancing.

STHE INSTRUMENT OF QUALI
oner,
CLEAR AS A BELL

Semi -Permanent

NEEDLES

Note the long, uniform shaft
on the needle point magni-
fied above. That is what
makes it possible to play fifty
or more records with these
needles, with the minimum
of wear on the record.

Send in your order today and
boost your July and August
profits.

r* A ITTI/^Mf beware of similarly
LAU 1 lUIl I constructed needles
of inferior quality.

Sonora $f)tmograpf)
Company, 3mc.

GEORGE E. BRIGHTSON

President

279 Broadway New York

Canadian Distributors:
I. Montagnes & Co., Toronto

THE TALKING MACHINE WORLD

July 15, 1922

NEW ORLEANS

Effective Advertising Stimulates Sales of Machines — Satis-
factory Upward Trend in Business During June — Month's News

New Orleans, La., July 5. — A general improve-
ment has been experienced throughout the music
trade during the month of June. Nearly all
dealers report a much better month than May
and some state that the past month was better
than June, 1921. It remained, however, for the
out-of-town salesmen to report the prize sales
of the month.

The success of the two projects has in both
instances been attributed to well-planned and
organized advertising. The first took place in
Brewton, Ala., where the Hainje Specialty Co.
sold, in less than eight weeks, one hundred and
thirty-two Grafonolas, one carload, and the drive
is not over yet. J. A. Hainje, president and
manager of the firm, has branch stores at Atmore

THE

PORTABLOOP

The logical antenna for
congested districts,
offices and apartments

List Price

$10-00

Order a sample now

^flADI0C0£f ^

W^ARK NEW i^>-

210 Central Avenue

and Century, which are also working hard 'in
the campaign. His record sales have been cor-
respondingly as large.

Down in Biloxi, Miss., J. A. Abrams, Vvho ran
two full pages and six half-page ads in the
Daily Herald on Tuesdays and Fridays from
May 20 to June 9, reports the following result:
"Thirty-four Columbia instruments, ranging in
price from $60 to $175, were sold. The down
payments received were $417.25 and about two
hundred inquiries from various parts of this
section were received from people whom we
hope to sell later on. This was during our
dullest months."

Mrs. Trembley, at the Dugan Piano Co., re-
ports a much improved trade, though they have
not pushed the advertising as much as in the
earlier months.

"The people seem to be freer with their money
now that the danger of the flood is over and
cases of unemployment have become fewer
among the solicited public," said Mrs. Trembley.
"The horizontal model has been our best seller,
but our record sales show a big increase within

the past month. This is due partly to the Wal-
lace Reducing Record, which Dugan is featuring
now, and partly to the noted increase in demand
for popular music."

At Werlein's Manager Powell agrees that
there has been an improvement in buying and
states that he has received his share and that
the salesmen are kept in a stream of perspira-
tion all the time answering questions put to
them by the many buyers. The portable model
has been the feature of the selling. Everyone
seems to want a Portable to take away with
him during the Summer and the demand shows
no sign of abatement. Lucille Hawley is the
latest addition to the sales force of this estab-
lishment.

Ralph Young, sales manager of Grunewald,
has found the mahogany Victor cased portable
his biggest seller and popular records going
like hot cakes. Cash sales have been fine.

Over at the Edison Co. things have been
rather quiet during the past month in spite
of the new models that have come out. How-
ever, sales are not below normal for this season
of the year and a good Fall business is looked
for there.

A. Sparrow, head of the Southern district of
the Columbia Co., reports business in the north-
ern part of Louisiana as booming. He has just
opened three new accounts up there. The ter-
ritory is also good, but the northern part of
Mississippi is quiet.

REPAIRS

TALKING MACHINE TROUBLES AND
HOW TO REMEDY THEM

Conducted by Andrew H. Dodin

Getting Volume From a Portable

Englewood, N. J., June 15, 1922.
Andrew H. Dodin,

Talking Machine World, New York.

Dear Sir: I have a portable machine and can-
not seem to get any volume of sound from it,
even with an extra loud needle. This machine
has a horn on the left side of the cabinet extend-
ing to the front. Do you think, if I rebuilt this
cabinet with a horn constructed on the style of
the Victor portable, that I would get better re-
sults? If so, what wood would you suggest
using for the horn part? (Signed) T. Sansone,
Englewood, N. J.

Answer: Nearly all the portable machines on
the market that are constructed with a side horn
lack both volume and quality of tone. The chief
reason of this is in the fact that there is hardly
any semblance of a horn in the machine, a piece
of thin board is merely curved around the motor,
a small block of wood, cut at an angle, is glued
just underneath the tone arm opening (on the
bottom of the cabinet), presumably for the sound
to strike and be forced to the front of the cabi-
net. The material that these makeshift horns
are made of, combined with their shape and size,
naturally prevents good results.

If you have carefully examined the Victor port-
able you will find that the idea of the cast-iron
horn elbow and wood bell used in all Victrolas is
carried out on a smaller scale in this model. The
top lid of the machine also adds to the volume of
tone, for the sound, after leaving the horn, is re-
flected by the lid and its fine varnished surface
is no doubt a factor in the surprisingly good re-
sults obtained.

If you could reconstruct your machine in such
a way as to make use of the lid as a reflector —
first lining it with oak or spruce, well varnished
and rubbed smooth — I am sure that you would
get good results.

As to the wood for the horn, oak, spruce or
mahogany are all worth trying.

Correcting Motor Slipping

Ilion, N. Y., June 24, 1922.
Talking Machine World, New York.

Gentlemen: Can you advise me, through your
repair column, how I can stop the following
trouble in my Columbia machine? This is a ma-
chine with a three-spring motor and it seems that

after playing about one-half of a record the
pitch of the tone will change and keep going up
and down the scale for some time, when it will
stop and run along all right. I have had the
motor apart, graphited the main springs and oiled
all parts thoroughly, but cannot seem to stop
the trouble. Could it be caused by one of the
gears being badly worn? Your help would be
appreciated. (Signed) P. J. Conway.

Answer: Your trouble is one that is often met
with. It is entirely in the governor of the ma-
chine and the governor friction pads (the two
little felt pads that act as a check on the speed
of the governor). I would take the governor
apart, clean the governor shaft with emery cloth
until it is absolutely smooth and bright, try it in
the governor disc, see that it will work freely
without sticking at any spot. Assemble the balls
and springs in their correct position, being sure
that the governor springs are all of the same
shape so that one would not have a greater ten-
sion or pull than the other. The governor balls
must be firmly attached to the springs.

Replace the governor in the motor. Now take
the friction pad frame and remove the little felt
pads and see if there is a hard spot on the sur-
faces which rub against the governor disc. In
case there is, cut a thin slice of the pad off with
an old razor blade. Soak the pads well in oil, re-
place in the frame, being sure to have them held
tight by the little clamps or fingers of the frame,
then place the frame into position in the motor.
It will probably be necessary to re-set your
speed indicator, inasmuch as you have changed
the position of the felt pads.

You will find that if you go over these points
very carefully that the trouble will be cured, and
can be prevented in the future by more frequent
oiling of the felt pads, which will prevent a hard
spot forming on them.

No. 35767/10 Palm
Plant, natural pre-
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green.

My SEASONABLE
CATALOGUE No.
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trations in colors
of Artificial Flow-
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Garlands, Hanging
Baskets, etc., -will be
MAILED FREE
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35767/24
35767/5
35767/7
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With
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1.00
2.00
2.50

Without
Pot
$1.00
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1.50
2.00

FRANK NETSCHERT

61 BARCLAY ST. NEW YORK, N. Y

July 15, 1922

THE TALKING MACHINE WORLD

WALTER CAMP'S

DAILY DOZEN

NOT AN EXPERIMENT, BUT A PROVEN SUCCESS

An imitation "twelve" can never equal the DAILY DOZEN, because
any system of physical culture exercise records cannot possibly be any
greater than the man who conceives or directs them.

Walter Camp is recognized internationally as America's foremost athletic
authority. His system, known as the DAILY DOZEN, has been univer-
sally accepted as the acme of perfection in physical culture exercise.

Dealers handling Walter Camp's DAILY DOZEN on HEALTH
BUILDERS records have the satisfaction of knowing that they represent
the original and best obtainable system of exercise records on the market.

HEALTH BUILDERS' national advertising has educated the public
to look for Walter Camp's signature before buying physical exercise
records. None genuine without Walter Camp's signature.

Write us today for sample and full information

HEALTH BUILDERS

DEPARTMENT W7

334 FIFTH AVENUE

NEW YORK, N. Y.

THE TALKING MACHINE WORLD

July 15. 1922

When the mountain wouldn't come to Mahomet,
Mahomet went to the mountain. Get your truck in ac-
tion, put a Grafonola aboard and a stock of records
and go get 'em. Your Dealer Service Man can furnish
a large facsimile Columbia Record sign for display; a
weather-proof, padded cover for the Grafonola; a
special rack so records will ride safely.

Columbia Grapbophone Co.

NEW YORK

SAN FRANCISCO

Increased Business Follows Shriner Conclave — Strong Demand
for Portable Models — Magnavox Co. Enlarging Plant — The News

Sax Francisco, Cal., July 5. — As a result of the
National Shriner Conclave in San Francisco this
month there has arisen a great deal of discussion
among the retailers as to the benefits of conven-
tions and carnivals to the merchant. During
Shriner Week retail business was almost at a
standstill. Everybody was too busy enjoying
himself to think of buying. The visitors, of
course, patronized the hotels and restaurants and
bought souvenirs of all sorts, but they did very
little in the way of stimulating business in gen-
eral. Chinatown did a rushing business. But
the good from conventions usually comes after
the events have passed. Every visitor to the
Pacific Coast in a measure becomes a missionary
and the ultimate effect is that the stream of new
settlers to the Coast is kept flowing. New settlers
are what the Coast wants; new citizens are a
permanent asset. The money spent entertaining
visitors is well spent and undoubtedly the busi-
ness man who stays with the game will profit.
The week after the Shriner convention retail bus-
iness showed a marked increase and business has
been very fair since. More money is in circula-
tion and the talking machine dealers are getting
a share along with the rest.

The demand for portable talking machines is
splendid this season, and record business is good.
Medium-priced machines are also moving pret-
ty well, but the expensive models are lagging for
the moment. Radio interest has not yet reached
the peak, apparently, and broadcasting programs
of high merit are featured for almost every half
hour of the day and evening.

As a result of the broadcasting of operatic se-
lections in connection with the recent grand opera
season at the Stanford Stadium at Palo Alto,
the demand for Martinelli records and other
classics was much increased in San Francisco and
vicinity. Martinelli was the star tenor of the
Stanford opera company, which gave a series
of wonderful performances in the open air and
which drew audiences of vast numbers.

The Magnavox Co. is enlarging its manufac-
turing plant in Oakland and when the improve-

ments are completed the capacity of the factory
will be at least doubled. The demand for the
loud speaker is growing fast day by day on ac-
count erf- its value in radio concerts. The plant
of the Magnavox Co. is situated on the outskirts
of Oakland in the midst of beautifully laid out
grounds and flower gardens.

C. T. Compton, acting manager of the Phono-
graph Shop on Stockton street, is spending a
three weeks' vacation with his family party at
the Yosemite Valley. The party has an automo-
bile camping outfit, including a portable Sonora
phonograph. A very attractive show window of
the Phonograph Shop is devoted to a display, of
an ideal camping outfit in which a portable phon-
ograph is prominently featured. Bent Davies, who
represents the Sonora Co. in southern California,
is taking Mr. Compton's place in his absence.

John Foster, manager of the San Francisco
store of the Rudolph Wurlitzer Co., has been
transferred to the new store of the company in
Los Angeles.

Clark Wise, of San Francisco, and Mrs. Wise
leave this week for a short vacation at Napa Soda
Springs. Mr. Wise, who is a Shriner, says busi-
ness after the convention picked up pretty well,
though he regrets the shortage of portable Victor
machines, which is somewhat of a handicap at
this time.

Mr. Abrams, manager of the wholesale and re-
tail phonograph department of Kohler & Chase,
is taking a trip down the San Joaquin Valley in
the interests of Burnham machines and Okeh
records.

Mr. Corcoran, manager of the San Francisco
wholesale department of the Brunswick Co., has
been calling on the trade in the Sacramento Val-
ley. He says business was quiet in Sacramento
during the big Forty-niner carnival.

Frank Crumb, of Marysville, one of the most
successful dealers handling the Brunswick line
exclusively in California, is installing several ad-
ditional booths in his store. Business is satis-
factory in northern California.

C. L. Hemphill, vice-president of the Commer-

THE SHELTON
Electric Motor

The "Simplicity" electrifies
Victor, Edison and Columbia
phonographs by simply tak-
ing off winding handle and
placing motor against turn-
table. Automatic switch in
motor operated when the turn-
table is started or stopped.
Operating on AC or DC cur-
rent of 110 volts. Specify
type of current when order-
ing.

SHELTON ELECTRIC CO., 16 East 42nd Street, New York

cial Investment Trust Co., of New York, which
firm is largely interested in financing Brunswick
dealers, has just paid a business visit to San
Francisco.

Louis Schroeder, manager of the talking ma-
chine department of the John Breuner Co., Sac-
ramento, is spending his Summer vacation with
his home folks in Oakland, together with his
newly acquired bride.

J. J. Black, of the Wiley B. Allen Co., has
gone to the Hawaiian Islands with the Shriner
expedition. All the stores of the Wiley B. Allen
Co. on the Coast close this Summer from June 17
to July 29 at noon on Saturdays.

The new phonograph department of the Ster-
ling Furniture Co., in this city, has enjoyed such
a success that it has already found it expedient
to enlarge the department. The space has been
remodeled and beautifully decorated and in con-
nection there is a miniature bungalow in which
a Brunswick phonograph is displayed. Everett"
Saxe is manager of the department.

The new Victor record, "You Won't Be Sorry,"
a dance piece played by Whiteman's Orchestra,
has .made a fine start toward popularity on the
Coast since it was released a few weeks ago. This
selection is one of the song hits published by
Sherman, Clay & Co.

The California Phonograph Co. has closed its
Oakland store and will concentrate all business at
the San Francisco establishment. Some of the
Oakland stock was taken over by Harry N.
Chesebrough, the well-known music dealer of
Oakland. Manager Jessen was recalled to the
San Francisco store of the California Phonograph
Co.

BUSINESS OPPORTUNITY IN ENGLAND

English Mercantile Firm Is in the Market for
Talking Machine Motors and Records

Washington, D. C, July 7. — A mercantile firm
in England, having a representative in the United
States, desires to purchase talking machine
motors and records, according to a request re-
ceived by the Bureau of Foreign and Domestic
Commerce here. Quotations should be f.o.b.
American port. Terms, payment against docu-
ments. References are offered. Further informa-
tion can be secured by communicating with the
bureau or any of its district offices and referring
to opportunity No. 2736.

LAYTON BROS. VISIT GOTHAM

Recent visitors to Gotham included E. C.
Bray, sales and advertising manager of Layton
Bros., Ltd.. of Montreal, Can., and Armitage
and Gilbert Layton, who were in search of ideas
relative to the talking machine and radio fields
which they could apply to use in their territory
in Canada.

Nelson V. Edgar, 162 S. Glassell street,
Orange, Cal., is planning to open a music store
in the near future.

July 15, 1922

THE TALKING MACHINE WORLD

DOMINO Qr (MN$,

— — - — —

MERCHANTS IN TORONTO ADOPT AGGRESSIVE METHODS

Unusually Enticing Window Displays Aid Machine and Record Business — Vocalion Records by
Canadian Artists Well Received — Changes and Trade Activities of the Month

Toronto, Ont., July 7. — That a great musical
movement is afoot in Canada was affirmed by
Dr. A. S. Vogt, Dr. James L. Hughes and Dun-
can McKenzie at the close of a fascinating demon-
stration of educational talking machine records
at the Toronto Conservatory of Music. This was
the first of a series of six evenings. The hall
was filled to capacity and the audience of teach-
ers and friends listened with intense interest as it
was shown how children in the junior grades
could be introduced to the best music through
the use of reproducing machines.

Your correspondent noticed in the window of
one of the biggest music stores in Canada the
other day a card bearing the titles of ten "His
Master's Voice" records. These records ap-
peared under the headline, "Album of the Im-
mortals," and nearby was an album filled with
each of the ten records: 87070, "For You Alone"
(Caruso); 87243, "O Sole Mio" (Caruso); 64454,
"Gavotte-Mignon" (Maud Powell) ; 18595, "Train
Time at Pum'kin Center" (Cal Stewart), and
"Uncle Josh and Nancy Put Up the Stove" (Cal
Stewart) ; 64457, "Barcarolle— Tales of Hoffman"
(Maud Powell); 64411, "Beautiful Isle of Some-
where" (Evan Williams); 64389, "Just Aweary-
ing for You" (Evan Williams); 87321, "A Dream"
(Caruso); 18311, "Narcissus" and "Humoresque"
(Felix Arndt); 18284, "Valse Blue" and "Marion-
ette" (Felix Arndt) — a good idea.

A new link in the phonograph store chain of
Welland, Ont., is Tuck's Music Store, which car-
ries Starr phonographs and Starr-Gennett rec-
ords.

P. P. Kruger, 212 Victor avenue, has been
granted patent rights on a new design of phono-
graph tone arm and reproducer.

Minifies Music Store, Sarnia, has lately sold the
Sarnia School Board three Columbia Grafonolas.

The Canadian Radio Corp., Ltd., has been al-

lowed by Ottawa fourteen claims on an elec-
trical device for producing musical notes. Said
device is registered under number 217813.

Several of the music stores in and around
Windsor, Ont., ran special displays to mark the
"Better Furnished Homes Week" held there
recently. The Malloney-Connolley Piano Co.
issued a special invitation to the public to visit
the store and familiarize themselves with its
lines, including pianos and Vocalion and Edison
phonographs. Grinnell Bros, had their show
window artistically laid out to represent a com-
pletely furnished living-room. The Columbia
Grafonola Store featured an electric Grafonola
as a suitable companion for a nicely furnished-;'
home. H. R. Sill's Music Store, of Walkerville,
also co-operated by a varied display of musical .
instruments and sheet music.

Marguerite D'Alvarez, the great Peruvian con-
tralto and Vocalion artist, made a very agree-
able impression upon her audience while in this
city recently.

The Scythes-Vocalion Co., Ltd., of this city,
is now offering for sale Vocalion records made
by Albert Downing, well-known Canadian tenor,
who has the honor of being the first Canadian
to make records for this company.

Arrangements have been completed by this
company with Miss Lorraine Wyman, a widely-
known singer, to record French-Canadian folk
songs for the Vocalion.

Employes and staff of Layton Bros., Ltd., Edi-
son, Brunswick and Columbia dealers, were
guests at the fourth annual picnic and outing
given by Philip E. and Herbert A. Layton re-
cently at Otterburn Park. Between seventy-five
and eighty employes, with their wives, children,
sweethearts and friends, enjoyed one of the most
successful "get-together" meetings held by the
firm.

"TALKER" AND RADIO CONCERTS FOR MONTREAL KIDDIES

Musical Concerts of Educational Nature to Be Held in Various Playgrounds — Record Artists Ap-
pear in Local Theatres — V. P. Bouvier Plans Trip — News of the Month

Montreal, Can., July 8. — It was announced by
Dr. Gadbois, director of playgrounds, that the
first open-air radio concert for children will be
held shortly, as soon as arrangements are com-
pleted for the instruments. The demonstration
will be educational as well as entertaining, and
will be held at Pare Lafontaine. Besides the
radio show, a talking machine will also dispense
music for the kiddies. If the experiment at
Pare Lafontaine is successful the apparatus will
be taken around to the various playgrounds.

J. Donat Langelier, Ltd., has installed a radio
department in addition to its phonograph and
piano business.

The Famous Chicago Novelty Orchestra ap-
peared recently in person at the Princess Thea-
tre, Sherbrooke, Que., and was billed as Columbia
and Edison artists.

"Fronsi," Edison accordion artist, recently ap-
peared here in vaudeville at the Imperial Thea-
tre (Keith's) and demonstrated his talent as a
master of his instrument.

Gingras Pianos & Gramophones, Ltd., this
city, has made an assignment for the benefit of
its creditors.

V. P. Bouvier, of Bouvier, Ltd., Edison and
Columbia distributor, St. Catherine street, East,
will shortly visit New York on a combined pleas-
ure and business jaunt and while in the vicinity
will take a trip to the Edison plant in Orange,
N. J. This concern has opened a branch store
at 1255 St. Lawrence boulevard, specializing in

foreign Columbia records. Henry Rheaume is in
charge.

C. W. Lindsay, Ltd., recently gave over its
handsome show windows to a display of Stewart
machines, appropriate suggestions directing at-
tention to their popularity as a suitable com-
panion for Summer camps and homes. A most
effective showing of various Columbia Grafonola
models was also staged.

The Venetian Gardens has the distinction of
being the first cabaret in the Dominion of Can-
ada to install individual radio telephones at each
table for the entertainment of guests.

This is the way Goodwin's, Ltd., of this city,
advertised "Walter Camp's Daily Dozen":
"Music's the medicine of the mind," wrote John

Logan in his Danish Ode. "It turns out now
that it's the medicine of the muscle, too — Wal-
ter Camp's Daily Dozen is a set of physical ex-
ercises set to music. And inspiring music. Peo-
ple who may have found exercise tedious
mentally will find this method an enjoyable recre-
ation. Good for reducing also.

"Five records in an album — vocal instructions
and instrumental time — a chart of exercises — the
lot for $15."

Arthur Blouin, Sherbrooke, Que., is reor-
ganizing and enlarging his record department.
A practical young lady will shortly preside over
this end of the business. Mr. Blouin reports the
sale of new Columbia Grafonolas and Brunswick
phonographs as quite satisfactory.

The local branch of the Musical Merchandise
Sales Co., Toronto, Brunswick distributor,
■which is under the management of S. J. O'Don-
nell, has been moved from 719 Drummond Build-
ing to 364 St. Catherine street, East.

The leading music stores handling "talkers," as
well as the exclusive talking machine shops, are
closing at 1 o'clock on Saturday afternoons dur-
ing the months of June, July and August.

The Berliner Gramophone Co., Ltd., has se-
cured the selling rights in Canada for Walter
Camp's Daily Dozen and it is putting out a
large number of sets daily.

Brown's Talking Machine Shop will shortly in-
stall a radio department. It reports a goodly de-
mand for "His Master's Voice" console models,
which it claims are selling freely, a large num-
ber of users turning in their table models in
exchange for the newer console types.

Miss Didier, in charge of the phonograph de-
partment of Dupuis Freres, has on more than one
occasion made direct importations from Paris,
France, of Pathe records, for which she has a
large sale, particularly the complete grand op-
eratic selections. She also handles the machine
manufactured in Paris, France, of which she sells
quite a number.

"HONEST QUAKER" LINE IN CANADA

The G. L. Laing Co., talking machine acces-
sory jobber, 41 Richmond street, Toronto, has
completed arrangements to handle "Honest
Quaker" mainsprings in Canada. These springs,
manufactured by Everybody's Talking Machine
Co., of Philadelphia, comprise styles adaptable
to any kind of motor. In addition a complete
line of motor parts manufactured by this con-
cern will be handled by the G. L. Laing Co.,
which is planning a vigorous campaign.

HEADS CANADIAN PLAZA OFFICE

Toronto, Can., July 7. — M. G. Beatty, well
known in the talking machine jobbing trade here,
has taken over the Canadian office of the Plaza
Music Co., of New York City. Mr. Beatty's
headquarters are located in this city and he car-
ries a complete stock of talking machine ac-
cessories and repair parts for talking machine
motors.

Talking Machine Springs
and Repair Parts

NONE BETTER IN QUALITY

NONE LOWER IN PRICE

THE RENE MANUFACTURING CO.

MONTVALE, NEW JERSEY

THE TALKING MACHINE WORLD

July 15, 1922

SALT LAKE CITY

Dealers in This Territory Most Optimistic Regarding Trade Out-
look— Interested in Radio — Many New Talker Agencies Opened

Salt Lake City, Utah, July 1. — Some of the
dealers in talking machines seem to be doing
fine just now. The O'Loughlin Co., which will
handle the Brunswick line exclusively hereafter,
expects to do nearly twice as much business
this month as it did in June of last year.
"Ukulele" Hughes, formerly with the Glen
Bros. -Roberts Piano Co., where he had charge
of the small goods department, is with this firm
now and he tells your correspondent that the
company is putting on a "stunt" soon that will
"start something." He would not say what it
will be, but declared it will be worth watching.

George A. Bolduc, the popular manager of the
talking machine department of the Glen Bros.-
Roberts Piano Co., who went to the Coast with
the Shrine Band, of which organization he is a
member, is not home yet. He is making a
tour of southern California and may go to Hon-
olulu before returning to this city and — work.

Col. Jos. J. Daynes and family are making an
extended tour of the Northwestern States.

The Western Radio Sales Corp. is the name
of a new concern that has been formed here to
sell radio supplies to the trade. It will make
a drive on local dealers who could carry radio
equipment along with their other goods. Some
of the music dealers do not seem at all anxious
to handle radio sets yet. They regard wireless
as being in its experimental stage and a little
hazardous from the merchant's standpoint.

R. F. Perry, manager of the phonograph sales
division of the Brunswick-Balke-Collender Co.,
on West South Temple, has just returned from
a trip through the Idaho territory and reports

business conditions there in the phonograph line
as much improved. He said there was an in-
creasing public demand for Brunswick products
and several new accounts were opened. He

says there is a demand for the recording of ex-
clusive Brunswick artists and feels that his com-
pany's machines and products are going to play
an even greater part in the musical life of the
Mountain States than ever. Mr. Perry said new
accounts have been opened in Utah of late. One
at Price, the seat of Carbon County, where they
will be represented by the Burgener Music Co.,
and another at Park City and other places. The
Brunswick people here are receiving increasing
inquiries for the records of Mario Chamlee,
the American artist.

VOCALION DISTRIBUTOR IN BOSTON

Arthur C. Erisman Appointed Wholesale Repre-
sentative in New England for Vocalion Red
Records, With Headquarters in That City

them men of wide experience in the talking
machine field.

The Aeolian Co. announces that it will make

The Aeolian Co. has announced the appoint-
ment of Arthur C. Erisman, with headquarters
at 174 Tremont street, Boston, as New England
distributor for Vocalion records, the new arrange-
ment going into effect on July 1. In order to give
his entire attention to the Vocalion line Mr. Eris-
man disposed of his entire stock of records of
other makes. The business will be conducted un-
der the title of the Arthur C. Erisman Co.

Mr. Erisman is one of the best-known talk-
ing machine men in New England, having been
manager of the Boston branch of the Columbia
Co. for a number of years and then being in the
wholesale business on his own account. The
quarters on Tremont street, from which he will
wholesale the Vocalion line, are particularly well
situated in the heart of the business district.

C. D. McKinnon, Eastern manager of the
Vocalion interests, is spending some weeks in
Boston for the purpose of co-operating with Mr.
Erisman in getting his new project under way.

Mr. Erisman will have associated with him
in his new venture A. W. Chamberlain, H. M.
Blakeborough and T. Norman Mason, all of

Arthur C. Erisman

no further shipments of Vocalion records into
the New England territory direct, and all record
deliveries will be made through the A. C. Eris-
man Co., as New England distributors.

RAYMOND

V. T. Sockets
Rheostats, Plain and Vernier
Audio Frequency Transformers

RADIO

CORPORATION

Manufacturers To The Radio Industries
Apparatus Designed From The User's Standpoint

Crystal Detector Sets
Vacuum Tube Sets, From One To Six Tubes
Sets Of The Talking Machine Type Entirely Self Contained

Our non-regenerative 3-tube set was admit-
tedly THE hit of the Chicago Radio Show

Executive Offices:

309 LAFAYETTE STREET
NEW YORK CITY

Variable Condensers
Crystal Detector Units
Control Panel Units

Works:

FARMINGDALE, L. I.

July 15, 1922

THE TALKING MACHINE WORLD

NEW YORK CHICAGO

TALKING MACHINE G? TALKING MACHINE C?

521 West 57 th Street A.D. Geissler 12 North Michigan Ave

President

THE TALKING MACHINE WORLD

July 15, 1922

mfc off View

The

Business
Indicator

Western Division of The World, Chicago, III., July 10. 1922.
The state of business throughout the Middle West in particular, and
throughout the country in general, is eminently well set forth in the
monthly Business Indicator issued by the National
Bank of the Republic, of Chicago. In a series of
well-executed graphs the bank displays the trend
of general business during the present year as dis-
closed in the state of the Federal Reserve System, in the bank clear-
ings, in the number of building permits issued in Chicago, in the
price of pig iron, in the orders for pig iron, in the prices of grain
and in the state of the bond market. The display is extremely inter-
esting and most encouraging. Few of us perhaps realize that a good
deal of the discontent which business men have been feeling over the
condition of trade in general has been due to the insistence upon
making their comparisons with the boom year 1919. The graphs
which are a feature of the Chicago bank's Business Indicator show
how absurd this practice is. The condition of all business during
1919 and until the break in the middle of 1920 was so exaggerated,
so abnormal, that no useful comparison can be made between it and
the conditions pertaining to any other year before or since. Now, as
a matter of fact, 1922 so far shows actual improvement over the
period 1913-1917 in a number of important items, such as bank
clearings, while, on the other hand, the state of the building business
at this moment shows, for the Middle West, a prosperity such as
has not been known for years. Indeed, the number of building per-
mits issued so far during the year 1922 in Chicago far exceeds any
number previously registered. The Middle West is in for a boom
in building, in home-making and, consequently, in retail buying, such
as has not been known for years. Talking machine men, please take
notice.

Considering the wonderful facilities which are now available in the
way of sound-proof partitions, complete demonstration-booth equip-
ment and similar utilities, it is surprising to ob-
serve how many talking machine merchants still
seem to think that records can be sold in noisy, un-
comfortable surroundings. It is still more surpris-

Obvious,

Isn't

It?

ing to find talking machine merchants neglecting the very obvious
point of maintaining all demonstration machines in good condition,
of seeing to changes of needles, that motors are oiled and silent,
that tone arms and reproducers are functioning well, and so on. In
some recent traveling around among the retail merchants in this
vicinity w.e have observed with no little astonishment how often mer-
chants otherwise seemingly keen and intelligent allow themselves to
neglect the details of record demonstration service. Yet it is just
here where the difference comes in between the high-grade merchant
and the near-high-grade competitor. The foundation of successful
record-selling is in comfortable, restful arrangements for the cus-
tomer's benefit. To neglect this is virtually to invite customers to
go elsewhere. Add to this fact the further fact that the best dem-
onstration booth in the world is no good if it is not watched and
served in the details of machine operation, and we have the whole
secret of failure in record departments, as well as the whole secret
of success. Have the booths really sound-proof ! Keep them served !
See that records are not played with old needles ! Do not. let the ma-
chines become noisy in operation. Remember that you are selling
music and that music and noise do not go together.

The representative of The Talking Machine World who attended the
semi-annual furniture show which closes on July 15 at Grand Rapids,
Mich., was much impressed with general condi-
tions there. Pages 33-34 of the present issue of The
Talking Machine World contain a complete story of
the show at Grand Rapids, which lends point to
our representative's impressions. Not only was the number of
buyers in a'.tendance very large, but the actual quantity of business
transacted was a good deal larger than the most sanguine had antici-
pated. The talking machine exhibits were, for the most part, very

The

Great Big
Shows

impressive. The Cheney Talking Machine Co. had a remarkable dis-
play in its beautiful warerooms on Monroe street. The Widdi-
comb Furniture Co. was also much in evidence, and so were Bush &
Lane, the Consolidated Talking Machine Co. and the Aeolian Co.
All these makers go in for the best, and the general effect of their
exhibits was wonderfully fine, both as to fine workmanship and
musical quality. The talking machine may be regarded, from one
point of view, as a fine piece of furniture. When furniture buying
is active it is safe to bet that talking machines are also selling. Wei!,
furniture is showing activity again, and talking machines are selling.
But one thing is sure : the talking machine that sells steadily and
profitably is the talking machine of quality.

Tie Up

With

Home!

The Chicago Furniture Show discloses activities similar to those of
Grand Rapids in their encouraging features. It seems to be certain
that retail dealers are now sold on the question of
getting large stocks in hand for Fall trade. The
controlling factor is, of course, the building situa-
tion. Despite a recession during the last two
months, largely due to local conditions in one large Eastern center,
the present movement has all the appearance of a real boom. Now,
a boom in building means a boom in home furnishings. Furniture
men are already boosting the home-building movement in their adver-
tising, for they know that home building means furniture buying.
But does not home building also mean talking machine buying? If
not, why not? Let the talking machine men follow the excellent
example set by their brethren and boost the home-building movement.
The more it is talked about, the better the situation will be for every-
one. The talking machine is a domestic article, a home maker as well
as a home entertainer. No merchant is so admirably placed as the
talking machine dealer in devoting a great deal of his time and ad-
vertising space to boosting home building. Every home that is built
means a talking machine and a great many records. Anyhow, it be-
hooves a live dealer to be a factor in the community and he can
best occupy this position by putting himself in evidence as in favor
of every movement that will help the town or city in which he is
doing business.

Contact
With the
Man

The Mid-West Victor Dealers' Association has been giving a lunch-
eon to John Steel, the eminent Victor tenor. The guest of honor
was voted a regular fellow. He sang to his hosts
and shoAved them that his voice is all that it has been
cracked up to be. During the same week, too, he
was headliner at the Majestic, our leading vaude-
ville theatre. Naturally, the Victor dealers made a general tie-up
with his appearance and sold many records through timely and judi-
cious publicity. To bring together in personal contact the living artist
and the men who sell the records he makes is always timely and al-
ways effective. The dealer needs to have this contact in order that he
may the better visualize what it is he is really selling. The artist
needs to come in contact with the men who sell what he produces,
for then he can better understand their problems and realize that the
salesmanship is just as important as the production. We should like
to see much more of this intelligent tying-up. Mr. Steel is now on
tour through the country in high-class vaudeville, and Victor dealers
everywhere will take notice therefore of the opportunities presented to
them to take advantage of his appearance.

We hope it is not too hot to ask why there are not more trade asso-
ciations springing up this year in the Middle West. As a matter of
fact, the talking machine business is one of the very
trades which most need strong local associations of
dealers. It is hardly necessary to give reasons why
local associations would be helpful. The fact remains
that wherever they have been formed they have been a most potent
means of making local dealers better acquainted — they remove silly
prejudices and broaden out the minds of men and they bring men
together for the uplift and development of the industry.

July 15, 1922

THE TALKING MACHINE WORLD

urQ H I QL /j \]XJ \QTEB$>

• (£N*B III V^l ^^^^ REPUBLIC BLDG., 205) SOUTH STATE ST TELEPHONE WABASH 5242

rom om

EDWARD VAN HARLINGEN

WILLIAM BRAID WHITE

EUGENE F. CAREY

ARTHUR E. NEALY

A. SNYDER

Chicago, III., July 9. — Contrary to the belief that
the hot Summer spells would cause a depression
in business, it appears that just the reverse is
taking place. This statejnent applies particular-
ly to manufacturers. They have been doing an
increased business for months. For a few weeks
there was a short falling off, which seemed to
indicate that a recession would prevail during the
Summer months, but such is proving not to be
the case. Business is beginning to pick up in a
very substantial way, according to the manufac-
turers, and here is what they say is the reason:

A great many dealers, in fact, nearly all of
them, are short on stock. It can also be said
here that quite a number of manufacturers have
not been piling up beyond their immediate needs.
Therefore the surplus of talking machines in the
country is not so great after all. It was thought
a few month ago that the warehouses were loaded
to the guards with goods of all kinds, mostly
machines of inferior makes manufactured during
the abnormal war days. There were great num-
bers of these products, it is true, but quite a
bunch of them were sold. There were still
greater numbers disposed of through the liquida-
tion route, to concerns who had use for them in
various ways. Many were bought to be dis-
mantled so that the panels and other wooden
parts could be used for other purposes. In this
way thousands of these inferior instruments were
taken off the market.

Many dealers who had machines of this kind on
hand unloaded them at the beginning of the
radio wave to radio fans who desired them for
the installation of home radio sets. There was
a time at the beginning of the year when radio

enthusiasts were being born every minute and
they lost no time in manufacturing their own
hook-ups. But it has been found that this whole
manufacturing business was merely by way of a
preliminary education, which has instilled radio
enthusiasm into the fans to the utmost degree.
The fans now know that they cannot get the
same result out of cheaply constructed home in-
struments that they can out of one manufactured
by a high-class concern. They are, therefore,
contending that their home-made sets are all
right for the time being, but sooner or later they
will all fall in line for the purchase of "tailor-
made" hook-ups. Now, all this accounts for
great numbers of the inferior makes of talking
machines, which once had the dealer scared into
believing that when business picked up and peo-
ple began buying there would be a flood of them
on the market again, which would put a crimp in
his happiness. Nearly every dealer is now con-
vinced that "there ain't going to be no such
happening."

As has been said before, the dealers have been
quite short on stock, and this state of affairs was
born of necessity. Now, however, there is every
indication of a good Fall business, and the wise
buyers are accordingly making hay while the sun
shines, by looking over their stocks and reor-
dering. This reordering in turn is naturally
reflected in the factory of the manufacturer who
likewise is getting busy.

Now, on what is the assertion based that busi-
ness will be good in the Fall? The answer is
found in the building movement, which is rap-
idly spreading to all parts of the country. Home
building is being encouraged in all localities and

every effort is being made to relieve the hous-
ing shortage. No matter where one goes, in
cities, towns or hamlets, or even along country
roads — the sound of the hammer can be heard.
One knows that very nearly every line of the in-
dustry is associated in some way or another with
the building of a house. If house-building keeps
on at its present rate a favorable reaction on
other lines of industry must follow.

Furniture men throughout the country are tak-
ing cognizance of this activity, and are giving all
the encouragement they possibly can to the
movement. We suggest that it behooves the
talking machine men to get in line with the fur-
niture men and boost the home-building pro-
gram. To-day there are literally thousands of
talking machine prospects who for the moment
are camping in someone's else backyard or dou-
bling up with relations, in order to cut down the
high cost of rents, which in a great measure has
been caused by the housing situation. Just as
soon as this situation is relieved and enough
houses can be had to go around at reasonable
rents those prospective buyers will loosen up
their purse strings, take flats or houses and do a
great deal of shopping. Figure it out any way
you want to, and you will see that our future
prosperity in all lines of business is hinged upon
a comprehensive house-building movement.
Therefore, we say again most emphatically, get
behind and push, for the sweat of to-day brings
the gold of to-morrow.

The Power of Suggestive Advertising

There is a great deal of power in suggestive
advertising, as everyone knows. Then again
(Continued on page 96)

See Our Exhibit
PAGEANT OF PROGRESS
EXPOSITION

CHICAGO, ILL.
Booth 13, Section

FEATURES

LARGE diaphragm
and long stylus bar
lengthens vibrations,
producing a deeper and
more natural quality of
tone.

Perfectly balanced in
accordance with carefully
worked ratios and with re-
gard to co-ordinate parts,
this tone arm and reproduc-
er permits a freedom and
sweetness of tone hereto-
fore thought impossible.
Surface sounds almost en-
tirely removed.

Throw-back design permits
of easy access to needle
socket. Saves records from
unnecessary scratching.

i • 1 1 ■ 1 1 1 1 ■ « ■ i ■ 1 1 1 1 1 1 1 1 1

■ II I I I I I II I I I I I I I | | I | | I I III || I I I I I I I I I 1 I I 1 1 ■ I H I J

NOWN the country over for
its excellent quality of tone
and natural, life-like reproduction
of all musical tones, and its great
volume. This tone arm on your
machine spells success, because of
its high standing in the Phonograph
World.

Made only in 83/2-inch length. Can
be furnished with or
without Mute Tone Mod-
ifier, with Mica or

NOM-Y-KA

diaphragm.

THE JEWEL MUTE

CONTROLS volume just like the
human throat. Built in the repro-
ducer and functions in such a way
that the length of vibrations is minutely
regulated and the tone reproduced to a
softness and clearness that are remark-
able.

Operates by means of a thumbscrew
and is instantly adjustable. Tone has
free and unimpaired passage throughout
tone arm and chamber — Not "Muffled" or
"Choked" as with ordinary type of tone
modifier.

Perfect regulation without in any way
changing character of tone.

I 1 11 I II III 1 III 1 II I 1 1 1 1 I I II I 1 1 I 1 1 111111111111

JEWEL PHONOPARTS COMPANY

154 Whiting Street Chicago, 111.

THE TALKING MACHINE WORLD

July IS, 1922

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 95)

there are certain times when this suggestive ad-
vertising has great pulling power, especially if it
is timely. A striking example of this may be
seen this month in the show window of the Cable
Company at Jackson boulevard and Wabash
avenue. This window is well laid out and very
appropriate for this season of the year. It is,
therefore, attracting a great deal of attention and
its suggestive power is asserting itself on the
company's books. The display calls attention to
Victor portables, but the hook-up to this port-
able is rather unique. The decorative scheme of
the window suggests by the background that the
scene is a shady nook in a wood. The fore-
ground is laid out in imitation grass. Spread over
the grass on one side is a lunch cloth whereon
reposes a very tempting picnic lunch. Near the
back edging of the lunch cloth is placed a Victor
portable. Should one stand by the window for
any length of time he will hear the remark, "Oh,
boyl Don't that look good," and many of those
who make this remark step inside and make im-

mediate arrangements to become the owner of a
Victor portable.

New Wireless Corporation

L. Mandel, formerly president of the Mandel
Mfg. Co., is now president of the Wireless Corp.
of America, a Chicago concern which is manu-
facturing radio apparatus, supplies and parts.
This company had a very attractive display of
its goods at the recent radio show held in the
Leiter Building. The Wireless Corp. has some
interesting methods of assembling high fre-
quency transformers, which they exhibited at
the show and which attracted considerable at-
tention.

Schoessling Resigns from Wurlitzer Co.

Hans Schoessling, who for several years has
managed the wholesale Victor department of
the Rudolph Wurlitzer Co., Chicago branch, has
announced his resignation, to take effect soon.
He has completed plans for the opening of a
retail Victor shop in Chicago. He will call his
new place of business The Jefferson Music Shop,

and will open it on or about October 1, in the
vicinity of Milwaukee and Lawrence avejiues,
in the township of Jefferson, where Mr. Schoes-
sling has lived for many years. Nearly every-
one in this vicinity knows "Hans" and it is safe
to assume that the new Victor shop will be a
thriving place of business in short order. Of
course, the retail Victor trade customers of the
Wurlitzer Co. regret to see Hans leave, but
they are all wishing him the best of luck in his
new venture. His many years of experience
in Victor circles have given him a keen insight
into the methods of doing retail business.
Service Shop Enlarges
The Service Shop, owned by the F. C. Hender-
son Co., of Boston, is now located in its new
and spacious headquarters at 26 East Randolph
street. This shop was formerly located at 8
West Washington street, but business during
the past year has grown to such an extent that
it was found necessary to seek larger head-
quarters. The new Service Shop boasts of ten
modern sound-proof record-hearing rooms and
a number of spacious demonstration booths.
Up-to-date record racks and counters decorate
the front of the establishment. Forest Edwards,
manager of this shop, which, by the way, is
exclusively Victor, is enthusiastic over his new
location and has received many compliments from
the trade in Chicago because of the beauty of
this place of business.

The "Pilgrim's Progress"
Will H. Wade, Potentate of Medinah temple
of Chicago, returned to town with his caravan
of nobles this week. They had gone to San
Francisco to attend the annual Imperial Council
of the Mystic Shrine. There is a story going
around that when the Honorable "Bill" and his
followers attended the Roundup at Cheyenne,
Wyo., said Honorable "Bill" won a prize for
exhibiting his prowess in sitting aboard a sea-
going broncho. The "Honorable" refuses to
divulge what said prize was. We thought we
could find out from C. E. Johnson, Michigan
representative for the Chicago Talking Machine
Co., who was in the party, but he only held his
sides and laughed.

Views of Unit Construction Co. Manager
W. B. Montgomery, district manager of the
Chicago branch of the Unit Construction Co., has
just returned from a trip through the Eastern half
of the Central Western States. He reports that
the trade in all sections visited by him are now
convinced that the days of uncertainty and sus-
pense are over and they are therefore preparing
foundations for good substantial business. The
trade now knows that appearance is a prominent
factor in business life as it adds an air of sta-
bility. They are, therefore, remodeling and
equipping the latest types of demonstration
booths in order to lend this air of stability to
their business. This has been proven true in
other lines of commercialism, but the talking
machine industry attained such proportions in
so short a time that the trade really had no
opportunity to take advantage of stabilization.
It is doing so now, however.

On Vacation
S. A. Ribolla, manager of the Chicago branch
of the General Phonograph Corp., and William
Pilgrim, treasurer of that concern, are spending
a month's vacation at Grand Beach, Mich. Both
of these gentlemen were accompanied by their
families. Mr. Pilgrim left Grand Beach for a
run to Chicago during the latter part of the
month. His visit here was short and he im-
mediately returned to Grand Beach.

Another prominent member of the General
Phonograph Corp. is A. Thallmayer, who is in
charge of the foreign record division of this
company. Mr. Thallmayer left his headquarters
in New York some time ago for the purpose of
calling on the trade throughout this section.
While here he spent considerable time in Chi-
cago and went over the retail field very carefully.
His reports show that the Qkeh foreign record
business in Chicago is advancing rapidly.
Templar Business Barometric
A lot of the boys in the trade have been mak-

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For at least two years after our motors are installed the wick will circulate
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3. The design of our motor lends itself to accurate alignment of bearing
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536 Lake Shore Drive CHICAGO

July 15, 1922

THE TALKING MACHINE WORLD

FROM OUR CHICAGO HEADQUARTERS — (Continued from page 96)

ing inquiry recently as to the condition of the
manufacturing end of the business. Reports
from houses dealing in accessories indicate that
the manufacturers are going along very nicely
at this particular time. The business of the
Templar Mfg. Co. is going on at a very pleasing
pace. This concern reports that it had antici-
pated a general falling off in business during
June, but that, on the contrary, the demand for
Templar stops was quite heavy during this
month and many new inquiries were received.
New Cheney Models

At the Chicago office of the Cheney Talking
Machine Co. this week the announcement was
made that the new Cheney art models were
now ready for distribution. Model No. 117,
known as the Abbotsford, was announced to
the trade on July 1. This new model follows
the general lines of the present Queen Anne
model No. 107, but is larger and of more ornate
design. It comes in rich mahogany finish only,
which is in general keeping with the type of
ornamentation and treatment which character-
izes that famous period. The new Cheney Ab-
botsford will retail at $300.

Opening New Store

The North Shore Talking Machine Co., of
603 Davis street, Evanston, is opening a branch
store in Winnetka, a suburb on the North Side
of Chicago. Great activity is also seen around
the Evanston branch by reason of the remodel-
ing process which went into operation recently.
The entire store is being redecorated and hand-
somely fitted up with the latest type of hearing
rooms and demonstration booths. This is an
exclusive Victor shop whose owners are aiming
to have the most beautiful retail talking machine
shop in that section of Evanston.

Brunswick News Brieflets

A. J. Kendrick, sales manager of the talking
machine division of the Brunswick-Balke-Col-
lender Co., has just returned from the East, where
he attended the Music Industries Chamber of
Commerce convention in New York. Imme-

diately thereafter he began a two weeks' vaca-
tion, during which time he motored throughout
the New England States.

Gus Haenschen, of the Brunswick Co.'s record-
ing laboratory in New York, is spending a few
days in Chicago. Mr. Haenschen also made
several other stops in the Central West before
returning to New York.

B. E. Bensinger, president of the Brunswick-
Balke-Collender Co., sailed for Europe a week
or so ago for a combined business and pleasure
trip. He was accompanied on the voyage by
his family and the party will visit many points of
interest in European countries, returning to the
United States about September 1.

E. S. Bristol, proprietor of the Brunswick Shop
at Rockford, 111., was a visitor to the Chicago
trade a few days ago. Mr. Bristol opines, and
his opinion is in accord with that of other dealers
at Rockford, that the Fall is going to see some
mighty good business stirring around in Rock-
ford territory. All lines of industry in that sec-
tion, he believes, are getting into full swing,
slowly but very steadily, and the building pro-
gram is going on at a very rapid rate.

Lyon & Healy Open Radio Shop

Lyon & Healy are preparing for the formal
opening of their new retail radio shop, which
will occur about the time this issue of The World
goes to press. The new shop is located on the
Jackson boulevard side of their building, which
was formerly occupied by an art store. The man-
agement of this new department will be looked
after by Charles P. Hindringer. The interior
decorations, fixtures, counters, etc., will all be of
walnut. The layout of the store will be along the
following lines: Accessories and parts will be
handled on the main floor. Demonstration booths
and complete receiving sets will be handled on
the mezzanine floor. The repair parts and such
will be handled in the basement.

Arrangements have been made for the use of
the Lyon & Healy recital hall for three nights a
week for the purpose of giving evening radio

concerts. Mr. Hindringer states that the line of
radio goods carried by Lyon & Healy for both
wholesale and retail purposes is complete in
every detail and large stocks of goods are now
on hand for the trade.

More About Suggestive Advertising

In another column is told a story on suggestive
advertising by means of window displays. Still
another example of the same idea has been
worked out by Lyon & Healy, who, during the
last week of June, devoted their great corner
window to a wonderful display of Victor port-
able machines. The window here, unlike the
other, suggests not the picnic, but the camp. The
scenic layout depicts a camping scene on the bor-
der of a small stream. The background of the
picture is heavily wooded and to one side of the
window is seen a pretty little waterfall in actual
operation, which supplies the stream which runs
around the base of the window. The posed
model is of a camper dressed in the conventional
garb of a fisherman. The model is seated on the
grass with his back leaning against a tree and im-
mediately in front of him is a portable Victrola
in operation. Scattered around in the foreground
are the other accessories that are so essential
to the life of a fisherman.

Wins First Prize

In last month's issue of The Talking Machine
World there appeared an item telling of the
Brunswick Co.'s Question and Answer Contest.
The questions were set forth in connection with
the story and details of how the contest was be-
ing run were also given. Since that time prizes
have been awarded to the contestants who turned
in the best answers to the list of questions. The
first prize has gone to Miss Helen Moreau, who
is connected with the sales department of the
Lang & Hess Music Shop, Escanaba, Mich.
Repeating Devices Attract Attention

Some time ago we told in these columns the
story of Piano Row and how it was making use
of the Geer record repeater to attract attention.
(Continued on page 98)

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Magnola Talking Machine Company

OTTO SCHULZ, President

711 Milwaukee Avenue Chicago

THE TALKING MACHINE WORLD

July 15, 1922

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 97)

The trade well knows that a moving object will
attract greater attention than one which is not
moving. A certain retailer on Chicago's Piano
Row took advantage of this bit of psychology by
using Geer repeaters as part of his show window
dressings. These repeaters were mounted on
moving turntables, some enclosed in regular ma-
chines and some without.

Since the working agreement was entered into
between the Gold Seal Co. and the Walbert Mfg.
Co. the dealers have added to the attractiveness
of their repeater displays by showing both of
these well-known instruments. The Gold Seal
repeater is made of a material which looks like
celluloid and can be had in many different colors.
These bright-colored little devices, working all
day long in a dozen Wabash avenue windows,
have attracted a remarkable amount of atten-
tion from passers-by.

Brunswick Picnic

Employes of the Brunswick-Balke-Collender
Co. will have their picnic this year on July 16 at
Rainbow Springs, St. Charles, 111. There will be
plenty of fun as usual, with dancing, boating,
fishing, races and games of all kinds. Trains will
leave the Grand Central Station at 9 a. m., Chi-
cago time, and return from St. Charles at 7:43.

The automobile route to the Springs will be
over Roosevelt road, thence to bridge over the
Fox River at Geneva, thence via the car tracks
on the East River road for one and four-tenths
miles to Fifth avenue, then a right turn on this
road to St. Charles and through the town for a
mile and three-tenths to the Springs.

It is expected that all officials and employes of
the Brunswick Co. will be there.

Professor Cheney's Educational Tour

Plans for the second lap of the educational tour
of Prof. Forrest Cheney, of the Cheney Talking-
Machine Co., have just been completed, and the
professor is making ready for his departure over
this route. The proposed itinerary covers Mich-
igan, Indiana and Wisconsin. Professor Cheney
will leave his headquarters at Grand Rapids and
will call upon and visit every Cheney dealer in
person. The trip is being made in the profes-
sor's Packard twin six, which is rapidly becoming
the best-advertised car in the world. This car
was made to order for Professor Cheney and is
known as the "Blue Gull."

As has been said before, these trips are made
for the purpose of bringing the professor in
contact with Cheney dealers everywhere, in
order that these dealers may have first-hand in-
formation and personal talks with him on selling

methods and other matters connected with good
salesmanship.

By this personal contact selling methods can
be intelligently talked over so that the dealer in
turn may convey to the public the Cheney points
of merit. Professor Cheney knows how to -talk
in an interesting and entertaining manner and in
his recent trip through the Eastern section he
made a great impression upon the Cheney deal-
ers. One point that he brings out in his talk is
not how cheap but how good can the Cheney Co.
build its talking machines, as it is the constant
aim of his company to insist that only the best
material shall be used.

The professor also tells of his research and
study in the realm of talking machines and also
goes into detail in the history of the evolution of
the Cheney talking machine and how he came to
invent it. One big point in particular is that

Prof. Cheney and His Famous Car

every penny that can be consistently saved in
doing business is utilized in some other way in
material and so forth. An illustration of this,
according to Professor Cheney, may be seen as
one goes along the roads. One sees on every
hand billboard after billboard where good money
is wasted needlessly.

"Now, get me right," he continued. "I am
not against billboard advertising, if it is done
rightly, but the way it is being handled by a
great many industrial concerns in this country is
a shame. For example, when traveling around the
country road one invariably sees from two to
six billboards in some secluded spot all loaded
down with the same ad. This is obviously wasted
space and money." Instead of spending its money
in this manner, the Cheney Co. believes in putting
that money into its product and in this way
giving the dealer and the public the benefit of
every available penny in good merchandise.

On his recent Eastern trip Professor Cheney
gave talks to dealers at such points as Cleveland,
New York, Brooklyn, Newark and many inter-
vening towns. The first trip was made in six

VIS-MATIC

^ The Most Wonderful Trade
Stimulator and Profit Puller
in the Talking Machine Field.
Exasperated users groping to
touch the record wished for,
when wanted, has discouraged
the use of machines.

"SELL" every tenth record
buyer one VIS-MATIC and
the records become at once ac-
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citates the playing of records and using of machines. Old records are discarded.
New records and even machines purchased. THE PULMOTOR OF THE
TALKING MACHINE TRADE. "SELL" the first VIS-MATIC and repeat
orders are insured. Albums, unused, are discarded. A new lease of life is begun
with this easy, convenient, accurate, accessible, instantly automatic, all-open, all-
receptive, all-numbered, all-labeled, all-in-one "at-last" accomplishment. The "im-
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SIBLE UPON A STOOL OR CHAIR OR OPENED UPON THE FLOOR,
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TABLE.

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Chicago, LI. S. A.

Templar Autostop

weeks, during which time he drove "Blue Gull"
over 3,000 miles.

Give Factory Concert
More than 500 people heard a wireless concert
and entertainment recently at the Lyon & Healy
factory. A radio instrument with an amplifying
device was placed on the roof of the building,
and another was fixed up inside. The concert,
broadcasted from Station KYW, was heard by,
employes inside of the factories and by residents
of the neighborhood, who congregated on the
streets outside. Marguette A. Healy gave a
short talk and after 9 p. m. another program was
given, with "Billy" Collins injecting a little of his
characteristic humor with stories and songs. Miss
Sylvia Chapleau gave some piano solos and her
brother, Earl Chapleau, sang. Miss Mary Titus
also sang, after which refreshments were served,
followed by dancing. The entertainment was a
big surprise and delight to the Lyon & Healy
factory workers, who had never enjoyed this sort
of thing before.

Brunswick Goes Through Fire
An interesting item in the Brunswick Dispatch
— June-July issue- — says that when a disastrous
fire recently consumed the Rialto Theatre Build-
ing at Muskegon the Brunswick Music Shop, of
that city, had a Brunswick talking machine in
the theatre. Firemen patrolling the cooling
mass of ruins came upon the charred and water-
streaked case of a Brunswick with lid down and
record on the turntable. It had stood through
many hours of heat, smoke and water; yet when
the firemen wound it up, the record played.

The Brunswick Music Shop will utilize the
instrument for display purposes by placing it on
the sidewalk in front of its store.

Hold Annual Meeting
At the recent annual meeting of the Midwest
Victor Dealers' Association, which was held on
June 28 in the Auditorium Hotel, the following
officers were elected for the ensuing year:
George W. McCauley, president; William C. Cot-
ton, vice-president; C. T. Landherr, secretary,
and Joseph Hassmer, treasurer. This Associa-
tion is now in its second year and promises to
do many big and important things before the
next election of officers rolls around.

One proposal made at this meeting was that
the Association hold two conventions each year
in Chicago, that the conventions be of an edu-
cational nature and that they last for three
days each, one to be held at the beginning of
the year and the other in the middle of the year.
It was suggested that the days be given over
to educational programs and talks on salesman-
ship, etc., by officials of the Victor factory and
that the evenings be given over to entertain-
ments. Another suggestion was that the Asso-
ciation enlarge its field of activities by taking
in Victor dealers whose places of business are
located outside of the present boundaries of the
Association, which are Chicago and Cook
Count)'.

The belief is that if these proposals are car-
ried out greater activity will be manifest through-
out the local Victor trade and increased sales will
be a natural result. Owing to the lateness of

July 15. 1922

THE TALKING MACHINE WORLD

FROM OUR CHICAGO HEADQUARTERS — (Continued from page 98)

these proposals it was suggested that they be
shelved until the next meeting of the Associa-
tion, which will occur in a few weeks.
Melody National Sales Co. in New Quarters

The Melody National Sales Co. has just
opened up a new sales office and display room
in Suite 410 State and Lake Building. The new
headquarters are much larger and more pre-
tentious than those just vacated and offer greater
opportunity for display. They are placed near
the elevators and on either side of the entrance
are two large show windows which are hand-
somely decorated for the purpose of displaying
the latest models of Melody console type talk-
ing machines.

The interior decorations in this showroom
suggest the music room of a fashionable home.
Behind are two modern sound-proof demonstra-
tion booths, and behind these again is located
the sales office. Two large windows in the
sales office overlook the State street station of
the elevated railroad, and these windows are
therefore used for displays. There is a plat-
form behind each window on which are Melody
console models, which are thus easily seen from
the station platforms.

C. C. Slack, of the Melody Sales Co., an-
nounces that in a short time he will offer a
full line of radio-equipped console talking ma-
chines, which the factory is now building. An-
nouncement of this new line will be made at a
later date.

Lyon & Healy New Service

The Victor service department of Lyon &
Healy is now offering a set of fifty-two ready-
made advertisements to Victor dealers. One will
be sent out each week for a period covering
one year and with them will come letter-press
proofs as well as matrices. All copy and draw-
ings are the work of the Lyon & Healy adver-
tising department, which boasts a large number
of experienced, high-grade copy men and com-
mercial artists. There are at present fifteen com-
mercial artists connected with the advertising
staff.

This weekly advertising matter will be sent
out beginning on the first of July. It is offered
to all Victor dealers at a nominal figure.

Another piece of service work that this in-
stitution is putting out is a weekly bulletin to
Victor dealers in and about Chicago. This bul-
letin is for the information of dealers, telling
them when Victor artists will appear at the
big movie houses in their territory. This offers
a splendid opportunity for these dealers to
hook up with the appearance of the artists and
call the attention of the public to the fact that
their work can be heard on Victor records.
Thieves Have Predilection for Sonoras

F. S. Spofford, who conducts a retail music
establishment in the Republic Building, reports
the loss of two late model portable Sonoras.
He says that some one must have slipped into
the store while he was in his office and, unob-
served, walked out with the two instruments.
Quite a number of other retail places around
Chicago have been complaining that some party,
or parties, have b'een purloining parcels of their
goods. It would be well for all retailers in
and about Chicago to be on the lookout for
this stealthy party or parties, in order to try
to effect their arrest.

Lakeside Supply Co. Dolling Up

The Lakeside Supply Co. is effecting a trans-
formation of sales and stockrooms at its new
location at 339 S. Wabash avenue. Parti-
tions reaching from the floor to the ceiling have
been erected, for the purpose of dividing the
salesroom from the stockroom and repair de-
partments. There have also been erected several
beautiful demonstration rooms of modern sound-
proof construction, handsomely fitted up with
comfortable furniture and silk hangings. There
are two entrances to the Lakeside's new home,
one being directly off of Mrs. Young's Cafeteria,
and the other a private stairway, which leads
directly into the north end of the warerooms.
The demonstration rooms are located near the
top landing of this private stairway.

This company is bringing out many new de-
signs and talking machines of both the upright
and console type, which are particularly well
adapted for the installation of radio equipment.
Quite a bit of attention was called to the Lake-
side headquarters during the week of June 26 and
July 1, at which time the National Radio Show
held forth at the Leiter Building, within a stone's
throw of the Lakeside location. Amateurs in-
terested in building their own sets kept the Lake-
side headquarters crowded and many of the com-
pany's talking machines adaptable for radio were
disposed of to these amateurs.

Prepares for Fall Business

On July 10 the "North Shore Talking Machine
Co., Evanston, 111., started its drive for Fall and
holiday business. With the firm conviction that
preparation is half the battle in commerce as it
is in actual warfare, first attention was given to
the efficient arrangement of the warerooms. The
Unit Construction Co. is installing complete
equipment. When completed the North Shore
Co. will have an attractive and efficient layout

certain to prove an active factor in the mer-
chandising of the Victor line which they handle.
Honor John Steel

The Midwest Victor Dealers' Association gave
a luncheon on Friday, June 30, to John Steel,
the prominent young Victor artist. The lunch-
eon was the result of an outburst of enthusiasm
on the part of Victor dealers in Chicago, and
the culmination of a week's tie-up with Mr.
Steel's appearance at the Majestic Theatre, which
began June 26 and ended July 2. Thousands of
people heard Mr. Steel during his appearance
at the Majestic and Victor dealers all over Chi-
cago tied up with his appearance by means of
billboard, window and other methods of pub-
licity. An exceptionally large number of en-
thusiastic theatre-goers kept the dealers of Chi-
cago busy handing out Steel records and so
successful was the week that the Association
took it upon itself to hold a special meeting
and give the luncheon in honor of Mr. Steel.

A large number of those in attendance had
{Continued on page 100)

Important Notice

The manufacturers of the Gold
Seal Repeater have recognized
the validity of the Geer Repeater
patents and the litigation between
them and the Walbert Mfg. Co.
is settled.

The Walbert Mfg. Co. will manu-
facture and market the Geer Re-
peater as heretofore and will also
act as sales representative for
the Gold Seal Repeater in the
territory west of the Alleghenies,
including Canada west of To-
ronto.

The Gold Seal Co.. 105 West
Fortieth street, New York, will
manufacture and market the Gold
Seal Repeater under the Geer
patents and will act as sales rep-
resentative for the Geer Repeater
in Eastern territory, including
Toronto and Eastern Canada.

How to Merchandise
Repeaters

EVERY phonograph retail store has
two big merchandising problems.
One is to sell phonographs; the other is
to develop a profitable business in sell-
ing records, needles and other acces-
sories.

It is in helping to interest
prospects in buying phono-
graphs and in influencing
them to use their phono-
graphs more, thereby stimu-
lating sales of records and
needles, that a record re-
peater proves its merchandis-
ing value.
For the benefit of our dealers, we
have developed a special record with-
out music that plays through in 1 8 sec-
onds. This quick playing record is
given free with orders of 1 2 or more
repeaters and is unusually valuable in
making window demonstrations.
Write your jobber or clip and
mail the attached coupon —
today.

WALBERT MANUFACTURING COMPANY,
925-941 Wrightwood Ave., Chicago, 111.

Please send by return mail Geer Repeaters and Gold Seal Repeaters — price to be 40%

off list — retail prices to be $2.50 and $1.00 respectively.

| | Check here if you want free window demonstrating
record and sales helps.

Name .
Address
Jobber .

Terms C. O. D. to firms not rated.

UX)

THE TALKING MACHINE WORLD

July IS, 1922

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 99)

never before seen John Steel in person. Some of
them thought he would be a great big barrel-
chested tenor. They had been led to believe
this by reason of hearing his powerful voice on
Victor records, but what they really found in
John Steel was a young and unpretentious man
with a wonderful voice, who in appreciation for
the little luncheon gave a few of his selections.
Needless to say, each and every one of the
guests were thrilled with the singing.

New Sales Stimulator
W. McK. White, of the White Mfg. Co.,
Goshen, Ind., was in Chicago recently intro-

A Giant Size Tungs-tone

ducing a very novel trade stimulator to the
Chicago trade. The article in question is a
giant size Victor Tungs-tone stylus to be used
for window and store display. It is an enlarge-
ment of the famous Victor Tungs-tone needle
magnified 110 times. It is six feet long and
seven inches in diameter. Although it is made

of steel, its actual weight is but ten pounds and
its shipping weight is thirty pounds. It comes
in two parts and telescopes in the center.

Mr. White claims that a number of dealers
have found the giant needle especially effective
for window display, and that it has attracted
many customers into the dealers' store seeking
information concerning the stylus. The giant
stylus is manufactured by the White Co. at its
Goshen plant and will soon be offered to the
trade through jobbers. The illustration herewith
shows the immensity of the article. The man
shown in the picture is W. McK. White in person.
Western Music Shop Opens Store

The Western Music Shop has opened a new
store at 2451 West Forty-seventh street. Unico
equipment consisting of audition rooms, record
racks, service counters, sales stimulators and
lighting units. The community which it serves
offers an excellent opportunity for a phonograph
shop and prompt and complete success is ex-
pected.

Daily Papers Boost Wallace

The famous Wallace reducing records are
being featured by daily newspapers throughout
the country, which have been taking advantage
of the opportunities offered and are putting on
contests for stout ladies. The way they have
been doing it is to form "lose a pound a day"
clubs. The Tribune, of Terre Haute, Ind., was
the first to bring out this method of advertising
records. Here's the way they did it.

Down in Terre Haute is the big Root Dry Goods
Co., which has a large Victor department. The
store recently took on the Wallace reducing
records and began pushing them with adver-
tisements in the daily papers. The attention
of the Tribune was called to the success of
this new line of merchandise by the Root Co.
and Anna Bowles Wiley, the feature writer of
the Tribune, came out to cover the story. We
are told that her report caused the editors to
get busy and form a "weight-losing club" for the
fat women of Terre Haute. The Tribune offered

a $25 prize to the woman who should lose the
largest amount of weight in a given time by
means of the Wallace record, and the Root Co.
offered an additional $50 prize to the winner.

The offer of these prizes put considerable
pep into the contest, so that by the time the
opening day rolled around two hundred and
fifty Terre Haute women were signed up. From
this group three classes were formed, each of
which was given an hour's lesson per day. A
trained demonstrator from the Wallace Insti-
tute was placed in charge of the contest. Each
of the 250 women bought a set of Wallace re-
ducing exercises. Moreover, the Root store,
as part of the program, sold a gymnasium outfit
to each contestant. The affair made such a

Reducing Class of Root Dry Goods Co.

tremendous success that other papers through-
out the country immediately began taking it
up. The second paper which tied up with the
idea was the Toledo News Bee, which connected
with the Lion Dry Goods Co., of Toledo. The
same success was scored in this case, and, in fact,
is being scored wherever these contests are being
put on. So numerous have been the requests to the
Wallace Institute for trained demonstrators to
carry on like contests that a new department
has been established in the Wallace Institute
for taking care of this business. The function
of the new department is to take all inquiries
and arrange them in circuits, as in the theatrical

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Chicago, 111.

Factory and General Office

110-126 3rd STREET
Ouincy, 111.

July 15, 1922

THE TALKING MACHINE WORLD

101

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 100)

field. In other words, bookings are being made
in such a manner that when the Wallace demon-
strator leaves the Chicago office she follows a
route over a given territory and arrives in each
place where the contests are to be held on date.
Arrangements are also made for weekly bookings.

All the Wallace accounts that have put on
contests of this nature have reported tremendous
success in the new venture. They have all said
that many talking machines, especially portables,
have been sold to members of the classes. All
these accounts say that their success is far
greater than they had anticipated.

C. G. Steger Gives Reasons for Optimism

Under the caption, "Piano and Talking Ma-
chine Sales Grow in Volume," C. G. Steger, presi-
dent of the Steger Piano Mfg. Co., in a recent
issue of the Chicago Daily Journal, referred to
general conditions, in part, as follows:

"The talking machine and piano business has
been getting better since the first of the year and
promises to be satisfactory this Fall. The de-
mand indicates a preference for the more ex-
pensive instruments. Buyers are insisting upon
receiving the utmost value for their money, but
are willing to pay for the best, realizing that
it is the most satisfactory in the long run. Grand
pianos are selling better, comparatively, than up-
rights. During the last year, instead of shutting
down, Steger factories were kept going and
orders were received in sufficient numbers to
enable us to keep our organization busy.

"The music industry is on a strong financial
basis. There has not been any overproduction of
pianos or recklessness in offering selling terms,
such as prevailed about seven or eight years
ago. It is to be hoped that the banks will dis-
courage any attempt to return to the old destruc-
tive 'wildcat' sales terms.

"Many manufacturers have taken losses as a
result of the trying conditions of the last year.
With favorable factors looming up, such as the
encouraging outlook for the steel industry, exten-
sive building construction work now under way,

betterment in the employment field and the
growing buying power of the farmer, there is
cause for optimism. This is best indicated by the

just secured Booth No. 13 in Section A at Chi-
cago's Pageant of Progress, which will be held
during the latter part of the month on Chicago's

Headquarters of C G. Steger. "Well Equipped With Business Tools," Says System.

constantly increasing volume of orders. Crop
conditions are fair and sentiment in the agri-
cultural sections is improving considerably —
which means added activity for the music in-
dustries."

Jewel Phonoparts Co. at Pageant
A. B. Cornell, of the Jewel Phonoparts Co., has

big municipal pier. Three new tone arms, which
will be marketed by this concern in the Fall, will
be on exhibition.

The Jewel Co. has been working for months
on various refinements and improvements, which
are said to have never been offered before on any
(Continued on page 102)

Supersensitive

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LIST PRICE

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The Sterling 3000 Ohm Supersensitive Radio
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STERLING DEVICES CO.

Manufacturers of the celebrated line of Sterling
Reproducers, Tone Arms and Attachments

1819 Carroll Avenue

Chicago, 111.

102

THE TALKING MACHINE WORLD

July 15, 1922

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 101)

tone arm, and all of which include patented fea-
tures. Jewel will also demonstrate its new Vic-
tor and Columbia attachments for playing all
records.

Mr. Cornell reports that the factory is very
much busier than could be expected at this time
of the year, and that the outlook indicates a large
increase in business for the balance of the year.
He states that business this year to date is far in
excess of the corresponding period last year and
that unless some unforeseen calamities happen
to the trade, the entire industry will come nearer
to normal business this Fall and Winter than it
has since the period of depression began.
Return From Europe
By the time the July issue of The Talking Ma-
chine World reaches the trade Mr. and Mrs. A.
G. Kunde, of A. G. Kunde, Milwaukee, will have
returned to their home from a three months'
European trip. The couple is expected to reach
New York on July 8 and after spending a few
days in that city will return to Milwaukee.
Blood Co. Gratified at Prospects
The Blood Tone Arm Co. is much gratified at
the success of its new arm, which is quite ex-
tensively used now among the manufacturers in
this country. There seems to be a desire on the
part of the manufacturer for better merchandise,
and a willingness to take the advice of those who
know how to construct the tone chamber so it
will conform to the conditions of the arm used.
The old method used to be to make the arm fit
the machine. Now this matter seems to be ad-
justing itself, as some of the best factories are
making experiments to find out just what is best
suited to the arm they expect to use.

Another matter of great importance is the
length of the arm and its ability to withstand
excessive vibration. The only reason that eight
and one-half inches has been recognized as a
standard in length is because the first independ-
ent maker of arms used that length and man-
ufacturers of machines became accustomed to it.
But adequate tests will show that a reasonably

long arm gives a more satisfactory tone, and
eliminates much of the foreign noises which ac-
company all records to some degree.

Ted Snyder's Live Music Headquarters
Music dealers all over the country would do
well to take a lesson from the store recently
opened in Chicago by Ted Snyder, which might

every day. The result is enormous sales of sheet
music, records, etc. How do they do it? Sim-
ply by means of the untiring enthusiasm and
energetic efforts of the men connected with the
organization. Imagine the head of an interna-
tionally known concern, a man of business and
affairs, in the basement of a flooded building,

Views of Ted Snyder's Song Shop: 1 — The Lobby. 2 — Sheet Music Counter. 3 — Record and

Roll Department. 4 — Demonstration Booths

safely be called the livest music establishment wading knee-deep in muddy water to rescue a
in the mid-West. While the average music mer- cat and five kittens in order to place that cat
chant pulls off a stunt once a year Ted Snyder's and her family in the show window of one of
Song Shop pulls off one every week — ofttimes the busiest thoroughfares of the world, thereby

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A comparison of the PORTOPHONE will quickly prove our contention that it
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229 West Washington St.

CHICAGO

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Closed

July IS, 1922

THE TALKING MACHINE WORLD

103

FROM OUR CHICAGO HEADQUARTERS — (Continued from page 102)

MELODY CONSOLE

Height 36%, Width 36, Depth 20%. Heineman
No. 77 Motor, Improved Blood Tone Arm and
Reproducer. Genuine Mahogany. List Price
$125.00. Dealers' Price, $60.00.

MELODY NATIONAL SALES CO.

190 N. State Street, Chicago, HI.
Manufacturer
MELODY PORTABLE PHONOGRAPH

featuring- the song-hit "Little Thoughts"? This
was the act performed by Henry Waterson on
the opening day of the store a few weeks ago.

But we are getting ahead of our story. The
fact is, we have got so much to tell about Ted
Snyder's new Song Shop that we don't know
where to begin, and we can assure dealers who
read this article that if they will apply just a
little bit of the enthusiasm cited in our story
their sales will show a marked increase.

To start at the beginning, we must travel over
to the LaSalle street station and meet Ted Sny-
der, Al Jolson and Jack Partington, moving pic-
ture magnate, who arrived in Chicago expressly
for the opening. They were met by a tally-ho
coach drawn by twelve horses and seating forty-
five of Chicago's stage celebrities. From the
station they went to the office of the Herald
Examiner, played for the first time a special
bonus song written by Ted Snyder, received the
"freedom" of the city for twenty-four hours
and proceeded to the new Song Shop, where the
opening program was inaugurated. They were
greeted at the window by the aforementioned
cat and kittens, which had been placed in front
of a sign reading "Five Darn Fools Got Married
for Money, But I Got Married for Love," ad-
vertising "Little Thoughts." It was a highly
successful affair from start to finish. Two hours
after the opening Frank Clark, Chicago manager
for Waterson, Berlin & Snyder, was able to
leave for Michigan to enjoy a little fishing trip,
confident that the store would pay its way and
score a great success, in spite of the fact that
not one of Henry Waterson's friends and ad-
visers before the opening would concede even
the chance of pulling through successfully, with
so elaborate and expensive a retail establishment
for merchandising sheet music exclusively.

Many features contribute to the store's suc-
cess. It boasts a silver dollar floor, which brings
curiosity seekers who afterward became pur-
chasers. This silver floor idea was thought up
by Ted Snyder as something similar to the wa-
terfall staircase in the Crystal Palace of New
York, where patrons of this establishment walk
upstairs on glass steps, underneath which is con-
stantly flowing a stream of water. This, how-
ever, is only one of the novel features of Ted
Snyder's Song Shop. The window displays each
week are famous in themselves. For instance,
the second week of the opening was devoted
to "Sapphire Sea" and was illustrated by a large
goldfish aquarium, in which a blue electric bulb
set off the brilliant hues of the goldfish. A base
of sand and a tropical setting further enhanced
the "Sapphire Sea" display. The third week,
"Dancing Fool" was featured. The window was
painted to appear as though a brick had been
hurled at it; in fact, the brick itself lay in the
window, just in front of the song, carrying on its

face in large letters "Song Hit Here." The box-
ing gloves of Benny Leonard, with which he won
the championship, were shown as a further in-
ducement for passers-by to pause and gape at
this bellicose display. These three are just ar
sample of the winning windows appearing in
Ted Snyder's Song Shop each week. Here is
real, live, aggressive merchandising of a nature
calculated to win sales. Can anyone wonder
why the Song Shop is so successful?

Much credit must be given the men respon-
sible for the store's success. Frank Clark is a
figure in Chicago's music publishing and the-
atrical life. He counts as his friends the biggest
men of the profession and his particular hobby
is pulling off stunts that astonish Chicagoans
and bring business to his store. S. J. Hein is in
direct charge. He worked tirelessly to prepare
for the opening and his middle name could well
be changed to enthusiasm.

Vitanola Co. Decreases Capital

The Vitanola Talking Machine Co., of Cicero,
111., has decreased its capital stock of $500,000
and 50,000 shares of stock at no par value, to
$130,000 and 5,000 shares of stock at no par
value.

Some Columbia Brieflets

Sam Aroks, Columbia merchant in Racine, Wis.,
visited the Chicago office of the Columbia Co.
the other day in a most jubilant mood, because
business has shown a most noticeable incline
in the past two weeks in his city.

July 3 witnessed the opening of Fred Mann's
new Rainbo Gardens, the home of Frank West-
phal and his dance orchestra extraordinary. This

organization has lured thousands of Chicago's
merrymakers to its doors and supplied them with
those snappy dance tunes which have made it
so popular here as well as on Columbia records.

Hyman Metzger is the new proprietor of the
Wrn. Shuchalter Music Shop, at 1559 North Hal-
sted street. Although at present the greater part
of the business is in popular records, the new
owner anticipates building up an extensive Ger-
man record trade.

I. S. Leon, southern Illinois representative of
the Columbia Co., has just returned from his
trip to the Coast, where he attended the Shrine
convention. He stopped off and paid visits
to several dealers and branches en route.

Cyrena Van Gordon, Columbia artist and pop-
ular Chicago opera star, has been engaged to
appear in the open air concerts at the Chicago
National League Baseball Park (Cubs' Park)
this Summer. This will offer many music lovers
an opportunity to hear this splendid artist.

Among the singers who are entertaining Ra-
vinia's opera-goers are Leon Rothier, Morgan
Kingston and Graham Marr, Columbia artists
who have starred in various, roles in past sea-
sons. They are great favorites and should enjoy
a most successful season.

F. L. Thompson, Clinton, la., a Columbia
record fan, recently visited the Columbia office
here. He owns a rare collection of over four
hundred Columbia records, including all by Oscar
Seagle and Rosa Ponselle. He is a close ad-
viser of the Clinton dealer, W. C. Volckman,
on all new records as they are released and his
views are always worthy of consideration.

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104

THE TALKING MACHINE WORLD

July IS, 1922

FROM OUR CHICAGO HEADQUARTERS — (Continued from page 103)

BRUNSWICK RECORDS OF "CHICK" EVANS' GOLF SECRETS

Proceeds From Sale of Records Will Be Devoted to "Chick" Evans' National Caddy Championship
Foundation— Splendid Plan of Widening the Popularity of Golf— On Sale This Month

Chicago, III., July 7.— The latest addition to
the famous Brunswick line of records is none
other than a set of five records which carry the
message of "Chick" Evans' golf secrets. These
five records divulge secrets which the famous
golfer has never revealed to his closest friends
and contain the real inside dope which has led
him to so many championships.

These records will be sold without profit either
to "Chick" Evans or the Brunswick Co., as the
entire proceedings, except the actual cost of

problem by getting in touch with P. L. Deutsch,
secretary of the Brunswick Co. These gentlemen
in turn got together with W. A. Brophy, general
manager of the Brunswick Co.'s recording labo-
ratories. A plan was then worked out, and the
five records, telling all about brassies, drivers,
midirons, jiggers, stoppums, mashies, niblicks,
etc., were recorded by Mr. Evans and prepared
for the market by the Brunswick Co.

The money taken in by the sale of these records
will go to the "Chick" Evans Foundation and
will be held in trust by a Chicago bank for the
purpose of paying all expenses of the National
Caddy Championship, including the traveling
expenses of the contestants. This will make pos-
sible to the caddy champions a college education
when they shall have finished their grade and
high school courses.

It will exert among the boys of America an in-
fluence positive in nature, help make them bet-
ter men and citizens and direct their lives along
right channels, not only in sport but otherwise.

The "Chick" Evans records will be placed on
the market early in July and the caddies them-
selves will boost the good cause and direct in-
quiries to the dealers by soliciting and taking
orders. The commissions which the caddies
earn through taking orders for the records are,
however, not for the purpose of paying their ex-
penses to the National Caddy Championship
Tournament, but will be their own, whether they
attend the tournaments or not; if they do attend,
all their expenses will be paid by the Western
Golf Association.

A large number of sets of records have al-
ready been subscribed to by golfers of Chicago,
many of whom had the opportunity to hear
"Chick" Evans tell his secrets of par golf before
they ordered. It was rather unusual (and yet it
wasn't at that) that these Chicago players who
heard the records ordered them immediately.

NATIONAL RADIO SHOW HELD IN CHICAGO A SUCCESS

About Seventy-five Exhibitors Displayed Various and Latest Radio Developments at the Leiter
Building — Attracted Quite a Crowd of Talking Machine as Well as Furniture Men

W. A. Brophy With "Chick" Evans

manufacture and distribution, will be devoted to
the "Chick" Evans National Caddy Champion-
ship, under the auspices of the Western Golf As-
sociation.

The idea behind the "Chick" Evans Founda-
tion is to give the caddies a chance to bring out
everything in them, and to carry the game of
golf more vitally into the lives of the boyhood
of America.

How to take the element of professionalism
out of the caddy tournaments and keep these
boys in the amateur ranks was a puzzling prob-
lem. There were certain expenses which had to
be met during the tournament and ways and
means had to be devised so that the boys could
meet these expenses. "Chick" Evans solved the

Chicago, III., July 8. — The National Radio
Show, which held forth at the Leiter Building
from June 26 to July 1, has just closed and from
all reports the show met with greater success
than had been anticipated. There were in all
about seventy-five exhibitors and everything in
radio ranging from the minutest part or accessory
to complete receiving and sending outfits was
shown. Some of these exhibits created quite a
bit of interest and this was especially true of
the Board of .Education exhibit, which had Chi-
cago school children demonstrating the simplicity
of building home receiving outfits.

Among the exhibitors was the Tresco Radio
Co., of 813-814 Putnam Building, Davenport, la.
This concern manufactures a radio receiver which
is licensed under the Armstrong patent. Their
units are of the sectional universal type. This
company has been manufacturing radio receivers
for the past twenty years, and at one time oper-
ated under the Marconi patent.

The Winkler-Reichmann Co., Chicago, demon-
strated the Thorophone, a handsomely made
loud speaker, which has been received with much
favor by the trade in general. This concern
claims to be the oldest manufacturer of loud-

Have 10,000 Tone Arms— Suitable for the Better Class of Phonographs

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42 Plate List 5.00

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PHONE HARBISON 3840

speaking telephones in America. The Thoro-
phone concert horn is of heavy aluminum, bell
construction with mahogany base.

The Duophone Mfg. Co., of Chicago, exhibited
a complete receiving unit which is combined in
a console type cabinet with a talking machine.
These cabinets are finished in either mahogany
or walnut and the amplifier of the talking ma-
chine is utilized as a loud speaker for the radio.
The size of the cabinet is fifty-four inches long,
twenty-four inches wide and thirty-one and a
half inches high.

The National Radio Co., of New York, was
represented by the Ayan-Jay Sales Co., of Chi-
cago. The exhibit here consisted of headphones,
radio dials and other radio equipment.

Quite a number of the exhibitors utilized the
product of the Super Antenna Co., of Quincy, 111.,
which concern manufactures a little device which
connects a radio receiver with any electric light
socket. Its purpose is to take advantage of the
electric light wires that are strung from the
alley poles and utilize them as antennae. This
instrument uses no electric power or current and
is controlled by an "off and on" switch.

The Ekko Co., of Chicago, attracted much
attention by its radio talking machine loud-speak-
ing unit. This little device is made to fit all
standard talking machines and all makes of
radio headphones. It is devised to slip on the
tone arm of the talking machine and then by
means of a clamp the head receivers are hooked
on. In this way the amplifying horn of the
talking machine may be used as a loud speaker.

The Lyon & Healy exhibit, under the direction
of Charles Hindringer, manager of Lyon &
Healy's radio department, was the scene of con-
siderable activity. Much interest was centered
about the product of the Westinghouse Co., the
Aeriola, Junior and Senior sets, distributed ex-
clusively by the Radio Corp. of America. Aeriola
sets are characterized by their extreme simplicity
of operation, the absence of complicated adjust-
ments and their light weight. Aeriotron tube de-
tectors are used in the Senior sets, the Junior
utilizing crystal detectors. Besides these sets
Lyon & Healy exhibited a full line of radio equip-
ment which they job, namely, Cunningham tubes,
DeForest equipment, De Veau loud speakers,
Remler supplies, Bowman radio receivers and
Clapp-Eastham receiving sets.

The Bristol Co.. of Waterbury, Conn., ex-
hibited a compact and artistically designed loud
speaker to which it has given the trade name
Audiophone. The horn of this loud speaker is
fifteen inches in diameter. It is adaptable for
use on all types of two or three-stage power
amplifiers. A little auxiliary unit this company
manufactures is a special talking machine record
transmitter and control box which can be utilized

July 15, 1922

THE TALKING MACHINE WORLD

105

FROM OUR CHICAGO HEADQUARTERS — (Continued from page 104)

for amplification of voice or talking machine
records.

The Cruver Mfg. Co., of Chicago, exhibited
their product, the Proudfoot super-sensitive de-
tector and two-stage amplifier. This is a very
small but compact amplifying unit which is fitted
in a cabinet barely five inches deep.

The Electrical Research Laboratories, Chicago,
showed a full line of Erla radio equipment, such
as radio frequency transformers, variable grid
leaks and condensers, as well as sockets, radio
plugs and bezels.

Davistone clear speaker, guaranteed to give
no vibration distortion, but absolute insurance of
the clearest possible reproduction from radio sets,
was exhibited by the Davistone Co., of Chicago.

Single circuit radio tuners with wave length
ranges from 180 to 1,500 meters were shown by
the Radio Sales & Service Corp., of Chicago.
This outfit does away with loading coils or series
condensers and is very easily operated in tuning.
Their tuner employs a special variable mica con-
denser.

A crystal receiving set, known as the Dixie,
was exhibited by the Darche Mfg. Co., of Chicago.
Besides this little set, other products of this
company, such as variable condensers, dials,
sockets, etc., were shown.

States Radio Corp., Chicago, exhibited a re-
ceiving set which utilizes a loop antenna. The
set is a very neat piece of workmanship, coming
in a genuine. mahogany case with silver-marked
dials and panels which are guaranteed not to
turn color.

A large line of home receiving sets was shown
by the Radio Units, Inc., of Chicago. This set
is very compact and complete. Their model
R. U.-l is constructed with its own aerial.

The latest thing out in antennae to be shown
was the Shinn amplitone antenna cable, which
comes packed in a neat box all ready for use.
This antennae cable is made of the regulation
No. 14 gauge wire braided so as to offer a con-
tinuous one-inch-wide strip. This company also
manufactures a carbon ground, which it claims
assures absolute certainty in a ground connection
and this in turn helps build up a greater capacity
charge in the antennae.

Another loud speaker to attract considerable
attention is an artistic affair manufactured by
the American Art Machine Co. This unit is made
in two parts and is composed of "die cast" wood.
The two parts are, namely, the radio horn and
the radio resonance box and it carries the trade
name of "Madera," and comes in three finishes,
ivory, antique browns and Tiffany gold. The
composition of Madera is of selected wood which
has been broken down to its original fiber and
molded under great pressure and heat into de-
sired forms.

A very popular line that attracted considerable
attention was the Estru Lattice Variometer and
Variocoupler. These little units are extremely
small and compact and offer great possibilities
for inductance purposes. . It was not the inten-
tion to design these units to produce an appa-
ratus in miniature — the small size is a result of
careful electrical design. This apparatus is manu-
factured by the Dalton, Wittier, True Co.,
Chicago.

The Weston Electrical Instrument Co., Newark,
N. J., exhibited a full line of filament voltmeters,
ammeters and thermo galvanometers.

Vaccuum tube units for detection in two-stage
amplification were shown by the Steinmetz Wire-
less Mfg. Co., of Pittsburgh, Pa.

The United Mfg. & Distributing Co., Chicago,
manufacturer of the well-known United talking
machine motors, exhibited a full line of variable
condensers, which they manufacture. These con-
densers range from eleven to forty-three plates.
They have devoted quite a bit of their well-
equipped plant and seasoned organization to the
production of numerous radio parts.

The Widdicomb Co., of Grand Rapids, ex-
hibited a full line of its high-grade cabinets,
especially designed for the combining of radio
receiving units with the talking machine.

Another horn and loud speaker which attracted
attention was that of the Beckley & Ralston Co.,
of Chicago.

The United Radio Laboratories had a fine
exhibit, which was in charge of L. H. Morris,
president, and at which E. W. Wesselmann, the
sales manager, and Paul P. Ewing, in charge of
the publicity, assisted.

Powel Crosley was another Cincinnatian who
was present with a comprehensive display.

The General Phonograph Corp. had an exhibit
that was very interesting. This display was in
charge of Homer. Stephens, sales manager for
the company. The exhibit consisted of the Gen-
eral Phonograph Co.'s product, such as head-
phones and other high-grade accessories.

Other exhibitors who were present at the show
with interesting demonstrations were the Aerex
Radiophone Corp., American Art Machine Co.,
American Electric Co., Ampli-Radio Co., the
Benson Co., L. S. Brach Mfg. Co., the Chicago
Radio Co., Chicago Radio Dealers, Inc., Conti-
nental Radiophone Co., Drisco Mfg. Co., Electric
Service Products Co., Ferry Radio Laboratories,
S. R. Fralick & Co., Jefferson Electric Mfg. Co.,
Hercules Radio Corp., Hipwell Mfg. Co., Hughes
Radio Electric Co., Indiana Electrical Specialty
Co., J. E. Jenkins, Jewett Mfg. Co., Walter
Lytton, Inc., M. & M. Mfg. Co., Maring Wire Co.,
R. C. Mills, Morscan Radio Co., W. G. Moyer,
the Nash-Udell Co., Philadelphia Storage Bat-
tery Co., Post Electric Co., Radio Sales & Serv-
ice Corp., Ray-di-co Organization, Raymond
Radio Co., A. H. Redden, Schreuder-Lockwood,
United Radio Laboratories, Universal Battery
Co., Wireless Corp. of America.

BLOOD

TONE ARM GO.

Phonograph Equipment
326 River St. Chicago, 111.

Unless you see this name on a tone arm
it is NOT a Blood arm. Do not be misled
by those who are trying to sell you a sub-
stitute for Genuine Blood Arms.

Look for our adv. in the August issue of
The World. It cannot fail to interest you.

ners in this organization. The Munson-Rayner
Corp. has been located in Los Angeles for four
or five years, and its determination to take on
the Cheney product means that highly desirable
accounts in the Western territory wilLtmdoubt-
edly be established.

Another new distributor has been established
with headquarters in Buffalo. This is John
Adams Scanlan, Jr., who will have the State of
New York from Albany to Buffalo. Mr. Scanlan
formerly covered the Pittsburgh territory for the
Brunswick-Balke-Collender Co. There his Bruns-
wick sales per capita ranked third among all the
Brunswick representatives in the country. Mr.
Scanlan is a live wire in the talking machine line
and has already put five men out on the territory
in the interest of Cheney instruments.

NO LABOR TROUBLES AT STEGER'S

In an Interesting Article in Forbes' Magazine,
Chas. E. Byrne Is Given Credit for Work in
Maintaining Morale of Employes

NEW CHENEY DISTRIBUTORS

Important Connections Made in Los Angeles and
Buffalo, N. Y.

Chicago, III., July 10. — E. A. Sanders, sales
manager of the Cheney Talking Machine Co.,
announces the appointment of two new Cheney
distributors in the West and East. The Munson
Rayner Corp., of Los Angeles, Cal., has just
signed up as distributor for the Cheney product
in the States of California, Arizona and western
Nevada. This important Coast organization will
give the Cheney Co. strong representation in
the West. Mr. Munson, formerly vice-president of
the Melachrino Co., and Robert L. Rayner, son
of the founder of Buck & Rayner, are the part-
is

"Why Steger Piano Co. Never Has Labor
Trouble" is the subject of a most interesting arti-
cle by George A. King in the June issue of
Forbes' Magazine, in which the writer takes oc-
casion to pay high tribute to Charles E. Byrne,
secretary-treasurer, Steger & Sons Piano Mfg.
Co., who joined the staff of that company ten
years ago in a minor capacity. As a matter of
fact, the article is something of a business biog-
raphy of Mr. Byrne, whose experiences with the
Steger Co. as an employe enabled him to map
out a system whereby employes are provided with
helpful entertainments during leisure hours and
are encouraged to own their own homes and con-
sider themselves partners in the business, and are
treated in a way that has gone far to build up the
morale of the organization to a notable degree.

KIMBALL

Phonographs

Kimball prestige — long
established — and a reliable
guaranty are the foundation
on which the dealer can
safely build.

Equipped with Albums

3T In. High iOYz in. Wide

2ZYs in. Deep

Variety of Designs in Console and Upright
Models; Superior Construction; Attractive
Appearance; Truth of Tone — these qualities
command the attention of Dealer or Cus-
tomer. Write for Agency Terms.

W. W. KIMBALL CO.

306 So. Wabash Ave. Kimball Bldg.

CHICAGO

106

THE TALKING MACHINE WORLD

July 15, 1922

After the jazz has palled, when the popular song hit
is passe, the old, old melodies will live on and on.
There's a place waiting in every collection of records
for such a genuine delight as Oscar Seagle's rich bar-
itone voice in "Believe Me If All Those Endearing
Young Charms" and "When You and I Were Young,
Maggie." To demonstrate this record is to sell it. A-3619.

Columbia Graphophone Co

NEW YORK

CANTON

Trade Quickens — Windows Used
to Good Purpose — Interested in
County Fair — News of Month

Canton, O., July 5. — The past four weeks were
among the most active of the entire year and the
majority of the stores report that business was
considerably in excess of the same period a year
ago.

Several of Canton's leading music stores of-
fered really attractive Independence Day window
displays, which were the source of much com-
ment in downtown retail circles. These displays
not only brought out the timeliness of the holi-
day, but exploited the portable talking machine
and the many occasions on which it might be
featured.

The new Economy Furniture Store, which will
open during this month, will carry a well-known
make of talking machine, an official of the com-
pany announced this week. This store is located
in Court avenue, N. W., and is the first retail
store of any consequence to invade the avenue.

Canton music dealers, it is announced, will lend
their co-operation to the Stark County Fair Board
in making the annual Stark County Fair a suc-
cess. The event opens Labor Day and it is
understood that the majority of dealers will ex-
hibit merchandise in the Merchants' Hall.

It is an even break between the Starr and
Cheney machines at the Alford & Fryar Piano
Co., according to C. M. Alford, head of the
firm. "We are selling some talking machines,
but not as many as should be sold," said Mr.
Alford. There was only a fair volume of record
business in June.

Edisons have been holding their own in the
Canton district, according to information from
Rhine's Edison Shop. Edison records seem to
have moved more lively than other makes during
the month, and Manager Rutledge reports an
occasional machine sale.

At a recent meeting of the Retail Merchants'
Division of the Canton Chamber of Commerce
it was agreed that all music stores would close
at 5" p. m. during July and August. This does
not affect the usual Saturday 6 o'clock closing.

Sales at the talking machine department of the
William R. Zollinger Co. department store nearly
doubled those of June a year ago, according to
Manager Pyle. There has been a falling off in-
machine sales since the first of July. The man-
agement of the department circularized the auto
owners the past week, setting forth the features
of the portable Victrola, and this store expects
to do a big business on this particular machine
during the month.

Medium-priced talking machines are the only
ones that received the call during the past month,
according to C. H. Shrake, head of the music de-
partment of the Klein-Heffelman-Zollars Co.
Sales were very satisfactory, Mr. Shrake said, and
now that thi= store has completed its new talking

machine department at t,.e rear oi the main il.oe
on the mezzanine, it is able to diipiay many more
machines than it did when this department was
located on the third floor.

Music dealers of Canton are delighted with the
announcement that the Eight Famous Victor
Artists will return to Canton next Winter as one
of the numbers of the People's Music Course. The
Victor Artists in past years have proved one of
the biggest drawing cards of the entire series
and their coming to Canton always has stimu-
lated record sales.

MORRISON & PUTMAN HOLD OPENING

Public Flocks to Establishment for Formal Re-
opening Following Alterations

Amsterdam, N. Y., July 7. — It is estimated that
at least 5,000 persons attended the opening of the
Morrison & Putman music store on Market street,
of this city, last week and listened to a delight-
ful entertainment provided by Kolomoku's
Hawaiians, who were stationed in the balcony of
the establishment. The occasion marked the
installation of four additional booths in the store,
all being located in the Victrola department and
giving the establishment a capacity of seven
booths in all. The decorations of palms, ferns
and flowers were most artistically arranged.

The opening was a tremendous success for the
store, it bringing out many who were visiting the
well-known business place for the first time.

TO INTRODUCE SHELTON RADIO SET

W. Gentry Shelton, president of the Shelton
Electric Co., which is well known throughout
the trade through the production of the Shelton
electric motor and the Shelton non-set automatic
stop, is planning to produce a radio set to be
known as the Shelton. The many years of expe-
rience that the Shelton Electric Co. has had in
the electric field is a valuable asset to it in the
production of this new radio receiving set. Much
time has been spent in the perfecting of this in-
strument and it is expected that it will be ready
for the market before long.

NEW EDISON TURNTABLE PLAN

Thomas A. Edison, Inc., announced that the
turntable plan of selling new Edisons had re-
cently been revised along new lines which involve
an increased rebate and which , look toward in-
creased selling results. Among other things a
special series of turntable advertisements have
been prepared for the use of Edison dealers in
their local publicity work.

"TALKER" MARKET IN NETHERLANDS

Washington, D. C, July 10. — An excellent mar-
ket for talking machines, records and accessories
is developing in the Netherlands, according to
advices received by the Department of Commerce
here from United States Consul General Ander-
son, stationed at Rotterdam.

EDISON JOBBERS VISIT FACTORY

Confer With Officials of Thomas A. Edison, Inc.,
Regarding Fall and Holiday Merchandising —
Receive Message of Cheer

The latter part of June the executive commit-
tee of the Edison Disc Jobbers' Association vis-
ited the laboratories of Thomas A. Edison, Inc.,
at Orange, N. J., for the purpose of conferring
with the Edison executives regarding merchan-
dising plans for the forthcoming Fall and holi-
day seasons. The sessions lasted a full week and
the various announcements made by the Edison
officials to the jobbers' committee aroused the
greatest kind of enthusiasm. In this connection
A. H. Curry, vice-president in charge of the
phonograph division, said to a representative of
The World:

"The Edison Co. for some time past has been
working on a number of important plans, which
are due to be put into operation within the near
future. The reception given the advance an-
nouncement of these plans by the visiting Edi-
son jobbers proved highly gratifying to the Edi-
son officials.

"The officials of the Edison Co. explained the
revised and extended production program of the
company, including various refinements of prod-
uct and large-scale record production. Further
details will be given later as better advantage of
them can be taken by the Edison trade. The
schedule of special facilities for 'hit' production
and distribution, which was outlined, was re-
ceived with particular enthusiam by those pres-
ent. The release of popular song and dance
numbers by the Edison Co. will henceforth com-
pete in a most vigorous manner in priority
and quality with the rest of the industry. The
Edison officials have aimed to secure advantages
in special releases and are now enabled to offer
their dealers something extraordinary in this
line."

There was an enthusiastic vote of thanks from
the visitors for the intelligent and skillful work
of the Edison officials on the 1922-1923 plan of
operations. A substantial profit and rapid turn-
over now seem assured by the Edison Co. to
wholesale and retail dealers of Edison products.

The jobbers' committee which attended in-
cluded Laurence H. Lucker, of Minneapolis,
Minn., president of the Association; M. M. Black-
man, of Kansas City, Mo., secretary: Albert A.
Buehn, Pittsburgh; P. H. Oelman, Cincinnati, O.,
and George Schultz, of Omaha, Neb. L. N.
Bloom, of Cleveland, the only absent commit-
tee member, was prevented from attending
through illness. Thos. A. Edison, Charles Edi-
son, Stephen Mambert and A. H. Curry were
the principal representatives of the factory in the
various conferences.

INCORPORATION

The High Point Music Co., 200 North Main
street, High Point, N. C, was recently incorpo-
rated in that State, with a capital stock of
$50,000.

July 15, 1922

THE TALKING MACHINE WORLD

107

Steinway & Sons, Cincinnati, Ohio M. Steinert & Sons, Boston, Mass.

Steinway - Victor - Brunswick

and

The Unico System

Steinway & Sons, the famous Piano House, who represent the Brunswick Line thruout the Middle West,
have installed Unico Equipment thruout their establishments.

M. Steinert & Sons, Steinway and Victor Distributors for New England, have installed The Unico System
thruout their nineteen stores.

Unico Equipment has proved a Sales Increasing — Profit Producing factor with these well known companies
— also with 2,500 dealers, both large and small, in all parts of the country.

Ten Unico Service Branches offer you the same opportunities and advantages of the
Unico System.

Quality — the acknowledged standard of equipment excellence.

Price — within the reach of every dealer — irrespective of quality and patented

features. Complete departments, including Audition Room, Record
Racks and Counter from $360.20 upward.

Eco IIO ITiy- — the Patented Principle of the Unico System Protects and insures your
investment.

Terms — Deferred Payments — if you desire — enable you to Pay Out of Profits.

Prepare NOW to Secure your Full Share of Fall and Holiday Business —

Consult our nearest Branch TOD A Y.

NEW YORK, N. Y.
299 Madison Ave.

Unit Construction Company

RAYBURN CLARK SMITH, President
58th Street and Grays Avenue, Philadelphia, Pa.

CHICAGO, ILL.
30 N. Michigan Blvd.

108

THE TALKING MACHINE WORLD

July 15, 1922

AKRON, 0.

Business Shows Decided Gain —
Collections Improve — Dealers
Very Active — News Gleanings

Akron, O., July 8. — After several weeks of
unusual quiet in the talking machine trade busi-
ness with the dealers in practically every instance
shows a gain. Dealers are more cheerful with re-
spect to the future and are well satisfied with the
mid-Summer volume done to date, they say. Ma-
chines seem to be moving much better, especially
with the better stores, where the standard makes
are featured. Money is becoming easier and
dealers say there is a decided improvement in
collections, which is a sure indication of better
business the coming Fall months.

Dales' Store Announces an Innovation

What is said to be an innovation in Akron re-
tail music circles is the installing of a talking

Are You Getting Your Share
of the Summer Profits ?

You Can With a Small
Assortment of

MUSICAL
MERCHANDISE

Such as

Ukuleles- — Banjos
Harmonicas — Violin Outfits
Strings and Trimmings

It Means

No Additional Expense
Quick Sales
Liberal Profits
Fine Window Displays
Repeating Customers

We can supply you with the finest line of
MUSICAL MERCHANDISE
in the Trade at the Very Lowest Prices

, Write for our 1922 Catalog
Fully Illustrated
(Just off the Press)

BUEGELEISEN & JACOBSON

5-7-9 Union Square
NEW YORK

machine record shop, with a Main street en-
trance, by the George S. Dales Co., Victor and
Cheney dealer. This shop is most modern in
every respect and every patron of the store who
enters the upstairs section must pass through it.
Mr. Dales believes this will greatly stimulate rec-
ord sales, as in the past the record department
had been maintained on the second floor. It has
been the experience of many dealers that record
departments upstairs have proved a poor-paying
proposition.

George Savage, for many years a traveling rep-
resentative of the Eclipse Musical Co., Cleve-
land, has assumed charge of the talking machine
department of the George S. Dales Co.

Miss Baer at Convention

Miss Elsie Baer, head of the talking machine
department of the M. O'Neil Co., recently re-
turned from the music trades conventions in
New York and says the meeting was one of the
most successful she has ever attended. Miss Baer
reports record sales quiet for June, but said there
is quite an improvement in machine sales and that
Victor, Cheney and Brunswick machines were
much in demand.

Adds Line of Talking Machines

The F. W. Van Scoyoc Piano Co., the newest
Akron music concern, has added the Stradivara
line of talking machines. To date it has installed
no line of records in its new store.

Smith With Frederick Co.

Ernest V. Smith, for several months manager
of the Akron, O., store of the A. B. Smith Piano
Co., has been named district manager for Ohio
by the W. F. Frederick Piano Co., of Pittsburgh,
Pa., which maintains many branch stores in east-
ern Ohio.

Merchants Have New Plan

Akron retail merchants, including piano and
talking machine stores, have joined with the mer-
chants of other trades in the launching of a cam-
paign which will protect them against out-of-
town promotions. Before any solicitor or ticket
seller can make a canvass of Akron retail stores
he must first present his scheme in detail to a
committee representing the Akron Retail Mer-
chants' Association. This is the suggestion of
Jack Moore, secretary of the Association, and
approved by the majority of the merchants.
Windsor-Poling Co. to Foster Concerts

Earle Poling, of the Windsor-Poling Co., ex-
clusive Victor dealer, has announced a series of
six concerts to be offered next Winter by that
firm, and which will bring to Akron many of
the world's most famous artists, including Galli-
Curci, Olive Kline, Edward Johnson, Madame
Schumann-Heink and others. There will be three
individual concerts and six others will be offered
as a concert series. This firm last Winter was
responsible for sponsoring several previous con-
certs, but Mr. Poling says this year's series will
surpass anything heretofore attempted in a musi-
cal way in the Rubber City.

The Windsor-Poling Co. is making a special
effort to make a record of sales of the portable
talking machine for camp entertainment. Re-
sults are proving more than satisfactory and the
drive will be continued all Summer.

The music shop of J. Rudick will move to an-
other location after August 1. The building hous-
ing the shop has been sold and the tenants have
been ordered to find new quarters.

Ray A. Porter, who for several years has given
much attention to the management of the talking
machine department at the store of George S.
Dales Co., has taken active charge of the jew-
elry department of the same firm.

Will Handle Talking Machines

The Baer Furniture Co., which will open its
spacious new store on South Main street within
the month, will maintain a large talking machine
section, it is announced. Just what make ma-
chines and records will be featured was not made
known at this time.

Records Move Better

An outstanding feature of the talking machine
trade during the past month was the improvement
in record sales. In all shops visited by the rep-
resentative of The World records were reported
moving better than in many weeks.

COLLEEN MOORE BUYS A SWANS0N

Popular Motion Picture Star Purchases Portable
— Uses It at Studio and in Home

Los Angeles, Cal., July 5. — Miss Colleen
Moore, motion picture star, who has been se-
lected to play the leading part in "Broken
Chains," the $10,000 prize-winning scenario of the
Chicago Daily News, was a recent visitor to the
phonograph department of the Parmelee-Dohr-
mann Co., in this city. While there Miss Moore
became keenly interested in the Swanson port-
able phonograph, which is featured in this depart-
ment and purchased one for her private use. Miss
Moore not only uses the Swanson at her

Colleen Moore and the Swanson

home, but also takes it to the Goldwyn Studios,
where she plays it frequently during spare mo-
ments. The accompanying photograph showing
Miss Moore and her Swanson was taken on one
of the "lots" at the Goldwyn Studios.

LAUNCHES CAMPAIGN FOR FALL

Collings & Co. Announce Arrangements to Take
Care of Expected Requirements of Victor Dealers

Collings & Co., Victor distributors, of New-
ark, N. J., have just launched a Fall campaign
through which Victor retailers in this company's
territory are encouraged to complete plans and
arrangements whereby they will be assured of
Victrola stock for a six-month period.

The Collings & Co. house organ, The Record,
announces the details of the Fall plans, under
the caption, "Anticipation," in which is stated:
"We wish to reiterate that our encouragement to
buy now is placed upon an intelligent analysis of
conditions as they exist. Moreover, rest as-
sured that we are doing our part in protecting
your interest by buying and stocking both ma-
chines and records to the limit of this company's
ability."

BRUNSWICK OFFICES MOVED

Cleveland, O., July 7. — The local headquarters of
the Brunswicke-Balke-Collender Co. were re-
cently moved from Huron Road to attractive and
more desirable quarters at 624-634 St. Clair ave-
nue, Northwest. The new headquarters are more
spacious and offer better facilities for supplying
the needs of the trade.

MOTORS

Double spring, plays three 10-inch
records without rewinding. Nickel
plated, worm drive. Complete with all
accessories. Sample $3.25. Special
prices in quantity lots. Motor suitable
for portable machine.

Pleasing Sound Phonograph Co.

Manufacturers — Jobbers
204 East 113th St., New York City
Jobbing Territory Open

July 15, 1922

THE TALKING MACHINE WORLD

109

THE ORSENIGO PERIOD PHONOGRAPH

WREST GOTHIC

A true exemplification of the art that has come down through
the ages since its inception in the Third Century A. D.

Could the two arts — Architectural and Musical, be better
combined than in this imposing cabinet?

TO DEALERS: We have endeavored to fill all orders in rota-
tion and with despatch; but we respectfully request that all orders
for fall delivery be placed as soon as possible to avoid disap-
pointment and to insure early delivery.

THE ORSENIGO COMPANY, Inc.

Slvowroom :
112 West 42nd Street
New York City, N. Y.

Factory :
Skillman Ave. and Rawson St.
Long Island City, N. Y.

j 10

THE TALKING MACHINE WORLD

July IS, 1922

Improve Your Department During the Summer
Be Prepared for Fall and Holiday Business

The musical merchandise department store of M. Philips, Washington, D. C. completely equipped

by Van Veen & Company

The efficiency of Van Veen
equipment has been established
through years of use by hundreds
of successful dealers.

The prices of Van Veen equip-
ment were never lower than at the
present. Buying the best at the
right price is true economy.

Write for Catalog — the Equipment
is Ready to Ship.

Offices and Warerooms

VAN VEEN & COMPANY, Inc. 413.417 e-i^sTn^yo* a*

Phone 7758 Harlem

K ANSA S CJ_ T_Y

Large Wheat Crop Stimulates Business and Creates Optimism
for Fall Trade — All Lines Enjoy Good Demand — Publicity Helps

Kansas City, Mo., July 6. — "Business?" "Fair."
"Prospects?" "Fine." That is the substance of
the conversations held to-day with talking ma-
chine jobbers in Kansas City. The one variation
was in the case of A. A. Trostler, manager of the
wholesale Victor department of the Schmelzer
Co., and the newly elected president of the
National Association of Talking Machine Job-
bers. His response to the question, "Prospects?"
was, "Oh, wonderful."

The optimism for the Fall business is based on
the increasingly large wheat crop which is be-
ing harvested, and the wonderful fruit crops
which are ripening throughout the Kansas City
territory, as well as the good prospects for most
all other crops. Then there is the reassuring
smile of the dealer as he comes into the Kansas
City offices, and talks enthusiastically of the big
business which he is going to do in the near fu-
ture, and the fact that he backs his judgment
with orders for the goods to sell.

An Edison dealer from western Kansas, in
Kansas City this week, ordered the goods he
wants for his sales during September. He knows
there will be the business, but he was not sure
that he could get the goods when he wanted them,
so he ordered them in advance. Another Edison
dealer visited the jobber this week and hauled
home in his truck a full load of machines, re-
porting that he is now closing deals which he has
had on the string since before the days of the
depression began two years ago. Other dealers
are reporting that conditions are assuming such
a shape that now they are confidently going out
to sell, whereas for the past two years they were
convinced that it would not be much use to try to
do so.

New Edison Consoles Please

W. W. Blackmail, manager of the Edison
branch here, has just returned from a conference
of dealers at the factory. He is unusually en-
thusiastic over the conditions there, and the pros-
pects of the fullest possible co-operation with the
dealers in the way of increased facilities and

more marketable machines. One of the outstand-
ing features of this service is the production of
an Edison console model which will be offered
at $175. It is to be called the Baby Console, and
will have all the high qualities of the other Edi-
son machines. The Kansas City branch has just
been able to get in its shipments of the Chippen-
dale consoles, to sell at $295, and its William and
Mary consoles to sell at $325, and these are find-
ing ready takers. But with the coming of Fall
trade, and with the Baby Consoles to offer, the
management is expecting its biggest business.
New Record of Local Interest

A new Victor record, the release of which is
looked forward to with more than ordinary in-
terest by Kansas City folks, is that of one of the
productions of the late lamented Billie Brown.
This piece of Miss Brown's is entitled "Lone-
some Mama," and is one of a series of "Blues"
which she wrote. The date of its release is an-
nounced as July 14.

Dealers Using More Publicity Material

Fred Jenkins, of the wholesale Victor depart-
ment of the J. W. Jenkins' Sons Music Co., is
finding an unusually ready response to his efforts
to secure the co-operation of the Victor dealers
throughout the territory in using the Victor pub-
licity materials. There have been more of the
dealers ordering the cuts to be used in newspapers
and circular advertising than at any time in the
past. His mail, and the field men, are bringing in
reports of better use of the circular matter that is
supplied, and a more intelligent appreciation of
the value of the co-operation which the company
offers the dealer in reaching the public. He con-
siders this one of the most encouraging signs of
better business for the future.

Sure Money in Standard Records

"The sure money is in the standard records —
the ones that we can count on being bought for
all the years to come. The so-called popular hits
are a doubtful proposition. If the hit goes, and
continues to be popular, there is big money in it.
But if, on the other hand, its popularity is short-

lived we are apt to get stuck with a lot of rec-
ords that we will never sell. We are finding
good sales for records of the standard variety
which we are listing with the regular monthly of-
ferings of the factor}'. There is a growing de-
mand for these records which we are thus bring-
ing to the attention of the dealers," said Mr.
Jenkins.

Brunswick for the Shriners

The Kansas City branch of the Brunswick is in
receipt of a photo of the machine, as it was be-
ing delivered from the truck, which was fur-

Cotton Flocks of Uniform Quality

FOR RECORD MANUFACTURERS
Guaranteed Free of Loading

Prices Consistent With Quality, Service and Market Conditions

Claremont Waste Mfg. Co.

Claremont, N. H.

Brunswick for Muskogee, Okla., Shriners

nished by the Brunswick phonograph department
of the Harbour Furniture Co. to the Muskogee,
Okla., Shriners as they started on their trip to
the big ceremonial at San Francisco recently.
They were not satisfied to carry in their solid
train of Pullmans their crack band, and their
drum corps, both of which are justly renowned,
but they secured the talking machine to give them
the best of music as they sped along their way.
The picture shows John Caldwell, one of the
firm, in uniform, and his young son, who was a
mascot for the bunch, and Harlan H. Winn, the
manager of the phonograph department of the
Harbour Furniture Co.

Ferguson Bros., of Muskogee, Okla.. appre-
ciate the value of the 1922 Columbia record cata-
log. They had a young man in uniform deliver
one of these catalogs to the home of each Graf-
onola owner in Muskogee. No doubt the cus-
tomer appreciates the value of the catalog more
by having received it in this manner.

Brunswick Activities

Field Man Henry, of the Brunswick, is in from
a trip through western Kansas, and is enthusiastic
concerning the prospects for business in that
part of the territory. He has been doing a good

July 15, 1922

THE TALKING MACHINE WORLD

111

business during June, and finds the dealers all
ready to push the phonograph departments. The
record sales have been good. Manager Briggs,
of the Kansas City branch of the Brunswick Co.,
reports that the June business was about up to
their business for May.

Working on Association Committees
President A. A. Trostler, of the National Asso-
ciation of Talking Machine Jobbers, is working
away on his list of committees, and getting the
matters pertaining to the Association well in
hand. He is enthusiastic about the prospects for
the coming year, and the things that are to be
attempted for the good of the Association. He
sees only the big opportunities that are before
the jobbers in the future, and has full faith in
the ability of the jobbers to take advantage of
them. He expects to have some definite plans
worked out and ready to announce in the near
future.

The Ernest Dickerson Music Co., of Hutch-
inson, Kan., exclusive Columbia dealer, has pre-
pared a folder about the size of the ordinary
newspaper sheet featuring its line of Grafonolas
and pianos, which have gone into many homes in
Reno County and one-fourth of the homes in Mc-
pherson, Rice, Stafford and Kingman Counties.
Mr. Dickerson is paving the way for a splendid
music business this Fall after the crops are har-
vested.

The J. Ed. Black Music Co., of Springfield,
Mo., Columbia dealer, believes in working the
city of Springfield systematically for Grafonola
business. It has a large map of the city of
Springfield framed on a compo-board backing
and each street divided into city blocks. On this
map it has a tack showing the house loca-
tion of every Grafonola owner in Springfield.
This map is prominently displayed in its store
and is a substantial influence on a prospective
customer, due to the fact that it impresses on his
mind the popularity of this line.

M. B. Kendis, of Sedalia, Mo., of the Kendis
Jewelry Co., exclusive Columbia dealer, called
on the Kansas City branch a few days ago after
having returned from a few weeks' visit in Cal-

ifornia. Mr. Kendis said that he had a most
wonderful trip, picked up many ideas and was
very anxious to get back to his store and make
some changes and improvements, and while he
stated his trip cost him a few thousand dollars,
he expects to make it up in Grafonola sales with-
in the next few months.

HEALTH BUILDERS RECORDS STORY

Walter Camp's "Daily Dozen" Set to Music Being
Sold. a!t| flhe Rate of $1,000,000 a Year— Sold
Profitably by Dealers Throughout the Country

The story of the Health Builders records,
which consist of Walter Camp's "Daily Dozen"
set to music, was told in an interesting article ap-
pearing in the July issue of Printers' Ink monthly.
It points out that in April of last year, when
Robert B. Wheelan, the president and founder
of Health Builders, Inc., had published his first
advertisement, several successful mail order ad-
vertising men, and also a number of prominent
dealers, predicted that the "Daily Dozen" phono-
graph records could not be sold profitably through
dealers. The fallacy of this prediction is to be
found in the statement that business is coming in
at the rate of $1,000,000 a year and that a large
part of this is contributed by 500 dealers through-
out the country. The story relates how the mail
order advertising of the company is also develop-
ing business for the talking machine retailer. It is
Mr. Wheelan's belief that all extensive mail order
advertising creates a demand that cannot be met
by mail and that in many instances such a de-
mand can profitably be supplied through dealers.
He further states that at the present rate his
organization probably will be shipping one-half
of his output to dealers in the near future.

Mr. Wheelan's inception of the idea of setting
Walter Camp's "Daily Dozen" to music in rec-
ord form, together with descriptive and health
charts, is described at length as well as his meet-
ing with Nelson Doubleday, of Oyster Bay, and
the forming of the partnership.

Mr. Wheelan stated in part, in the article in

Printers' Ink: "As soon as the new organization
was working well I took up the matter of the
dealer. I called on several New York dealers,
but all of them balked at the price. We were
selling the system at $20, then, and that price,
because of our small production, gave us a rather
close profit."

He then told of the demonstration before The
Talking Machine Men, Inc., although at that time
with no appreciable results. Increased produc-
tion soon brought the list price down to $15,
which proved attractive to the talking machine
dealer. Mail order advertising created a demand
by the buying public upon the dealer and trade
journal advertising put the proposition direct to
the dealer.

In closing, Mr. Wheelan stated: "Our experi-
ence shows plainly that a mail order proposition
that has anything to do with an old-line busi-
ness creates a demand through the old channel.
Because our system used phonograph records as
one of its features a lot of prospects would not
break their buying habits but went to phonograph
dealers to find out about it. The other class, rep-
resented by the ones who came to my office, we
are trying to send to dealers. Thousands of
them have written to us wanting to know where
they can see and hear our Health Builders' sys-
tem. We are now going after this class through
mediums that we think will send them to the
dealer."

L'.NICO INSTALLATION IN TUSCOLA

Tuscola, III., July 8.— H. S. Bassett, Victor
retailer, of this city, recently installed a Unico
demonstration room with double sound-proof in-
sulated construction. With his added merchan-
dising help it is expected that the sale of Red Seal
records will increase materially through the op-
portunity afforded his customers to hear the rec-
ords without disturbance.

The Hopkins Piano Co., of Chester, Pa., has
added the Brunswick line of phonographs to its
stock.

WHAT CONSTITUTES A GOOD FIFTY-CENT RECORD

1. VjOOQ Material.

2. Careful Recording.

3. Experienced Artists.

4. Hits while they are "hits."

5. The hacking by a well-
organized company which
allows entire safety in
building up business for
the future.

The Puritan Records have all these qualities and
offer you an excellent 50-cent Record Proposition.

If you are located in territory East of the Ohio and
North of the Potomac it will pay you to write today
for full details.

"2ke B RIDGEPORT Dl E $ MACHINE Co.

I70ELM ST. BRIDGEPORT, CONN.

112

THE TALKING MACHINE WORLD

July 15, 1922

C I N C I N N A T I

Trade Is Normal — Retail Stocks Continue Low — Victor With
Widener — Helping to Sell Records — Radio Makes Slow Progress

Cincinnati, O., July 8. — The even tenor of trade
in the talking machine business in this city con-
tinued during the past few weeks. Neither ex-
traordinary increase nor extraordinary slump was
noted, though there are dealers who by unusual
effort report slight increases in trade most notice-
able during the past week. Practically all deal-
ers are carrying only such stock as is absolutely
needed, since it is now very easy to obtain
stock quickly, and dealers are taking no chances
of losing money on large invoices. For the most
part the jobber is kindly allowed to carry the
risk, while the retailer retrenches as far as pos-
sible.

The Dealers and Radio

Little enough practical activity is manifested
in the exploitation of radio apparatus. With the
exception of the Chubb-Steinberg Music Shop,
the Yictrola department of the John Shillito Co.
and a small Norwood branch of the Otto Grau
Piano Co., which only leases space to a separate
dealer in radio equipment, no stores are making
any effort to combine radio with talking machines.
This is not so much due to the possible conflict
between the two lines as to the extreme difficulty
of even the slightest expansion. The stores
which handle radio equipment, however, are doing
very well with it. Various manufacturing plants
also are making, or planning to make, radio
apparatus. The Precision Instrument Co. is
perhaps the most active and successful in this
field. The Herschede Hall Clock Co. now is
equipping an addition to its factory to take
care of the manufacture, on a broad basis, of radio
stock.

Widener's Secures Victor Agency

A new Victor account opened is that of the
local branch of Widener's Grafonola Shops. Here-
tofore this store has carried the Granby and
Columbia lines, but for some time has desired
to add Victor goods to its stock. Owing to
the policy of the Ohio Talking Machine Co.,
jobber in Victrolas and Victor records, not to
overcrowd its field and thereby handicap its deal-
ers, Widener's was unable to obtain an account.
This is one of the chief reasons for the purchase
~by Widener's Shop of the store of the Werner
Industries, which contained a Victor stock, the

Victor account of this store passing into the
hands of the purchaser.

Morris Fantel, manager of Widener's, reports
a fine business for June. Mr. Fantel said: "Our
business for June was even better than that for
May, which represented a 50 per cent increase
over any month previous in 1922. Our trade
has been uniformly better this year than last,
in a comparison of months. There will, of course,
be something of a slump during the very hot
weather to come, but by Autumn it seems to
me that business in machines and records should
be fine."

Fine Business in June

Chas. H. North, secretary of the Ohio Talking
Machine Co., reported a fair business for the
month of June. Mr. North said: "Dealers are
not buying many machines or records for stock.
They are buying as they need supplies. Re-
tailers are letting the jobbers carry the bulk
of the goods and run the bulk of the risk of pos-
sible fluctuation in price. Time was, not so
long ago, when retailers were unable to obtain
enough machines and records to satisfy demands
upon their stock. Now they are unable to find
enough buyers to satisfy demands upon their
income."

E. M. Abbott Piano Co. May Continue

It has not yet been decided what disposition
will be made of the stock, both pianos and
talking machines, of the E. M. Abbott Piano Co.,
which two weeks ago sued for and obtained a
receivership. It is possible either that the com-
pany, upon disposal of its Seventh street branch,
which seems to have caused the trouble, shall be
allowed to continue in business in an effort to
work its way out, or that stock will be disposed
of to satisfy, in part, demands of creditors. Until
the receiver completes a survey of the company's
condition no decision will be made.

Unique Record Sales Stunt

H. L. Druly, of the Baldwin Piano Co., Muncie,
Ind., has rigged up a unique arrangement to sell
records to persons who come in to pay bills and
instalments. He has attached a small record fix-
ture at the side of the cashier's window. This
fixture is so placed that the wings containing
the records fall directly across the window, and it

is necessary for the customer to move them to
one side to transact business with the cashier.
This is salesmanship after the fashion of "Giving
it to 'em and let 'em handle it." This method,
said Mr. Druly, paid for itself in record sales the
first afternoon that it was installed.

C. Link Back From Shriner Convention

Clifford Link, of Link's Music Shop, dealer in
Columbia goods, accompanied Cincinnati dele-
gates of the Mystic Shrine to the Shrine con-
vention at San Francisco. He returned to Cin-
cinnati by way of Seattle, Vancouver, Banff, St.
Paul, arriving home near the end of June.
Grafonola for Palestine

Mrs. S. J. Goldstine purchased a Grafonola
from Silverstein Bros., Terre Haute, Ind., and
ordered it shipped to her husband in Palestine.
Mr. Goldstine is opening a chain of retail furni-
ture stores in Palestine and plans to handle Co-
lumbia Grafonolas and records.

Columbia Branch Picnic

The annual picnic of the local branch of the
Columbia Graphophone Co. was held at Hum-
boldt Park, near Cincinnati, June 16, on which
day the usual jollity was in order. There was a
big crowd and a good time.

Messages of Good Business

The business of the Aeolian Co., dealer in
the Aeolian-Vocalion, has been satisfactory dur-
ing the month of June, according to Manager
Devine. E. I. Pauling, of the Starr Piano Co.,
also reports a very fair business in Starr ma-
chines and Gennett records.

Miss Yates, manager of the Victrola depart-
ment of the H. & S. Pogue Co., also reports a
good business for the past month.

DEATH OF JOHN CHILD RAY

Well-known Columbia Man Dies Suddenly at
Phoenix, Ariz. — Popular in Talking Machine
Circles Throughout the Country

The talking machine industry learned with re-
gret recently of the death of John Child Ray, who
died at Phoenix, Ariz., a few weeks ago. Mr. Ray
was well known in the talking machine trade,
having been identified with the industry since
1903. His first position after leaving school was
in the shipping department at the Columbia
Graphophone Co.'s factory, Bridgeport, Conn. He
filled various executive positions at the factory
until February, 1912, when he was brought to
New York as an assistant to H. L. Willson, now
president of the company. He remained with
Mr. Willson's staff until October, 1920, when,
on account of poor health, he went to Pasadena,
Cal.

After a rest of three months, Mr. Ray resumed
active work on January 1, 1921, joining the sales
promotion department of the Columbia Co.'s Los
Angeles branch and doing excellent work under
W. F. Stidham, manager of the branch. His
never-failing ambition to further advance in the
Columbia organization, coupled with his untir-
ing energy, resulted in his almost complete break-
down in health, and necessitated his giving up
business activities in March, 1922.- He then went
to Phoenix, Ariz., with the hope of regaining his
health, but died there suddenly. While confined
to his bed he made arrangements to open an ex-
clusive Columbia shop in Phoenix, Ariz., which
was scheduled for opening on June 20.

Mr. Ray is survived by a widow and two chil-
dren, together with his parents. H. B. Ray, his
father, is one of the veterans of the talking ma-
chine industry, and at the present time is asso-
ciated with the Manufacturers Phonograph Co.,
New York.

VICTOR SCHOOL IN NEW HAVEN

New Haven, Conn., July 8— Arrangements have
been completed for holding the classes of the
Victor school of salesmanship in this city, ac-
cording to an announcement made by E. C.
Gallo, head of the Horton-Gallo-Creamer Co. The
sessions will be held from July 31 to August 3 and
salesmen who desire to take advantage of this
opportunity are requested to notify Mr. Gallo.

WE AR£ ALWAYS R&ADY
TO HE-LP YOU MR. VICTOR
DEALER ALONG CONSTRUCTlve-.!.'!

PRACTICAL LINES: ill'

A Significant
Trade-Mark

| 1 The world famous
Victor trade-mark, sym-
bolic of Victor suprem-
acy and leadership, is
the Victor dealer's
greatest asset and pro-
tection.

Mickel Service is
offered to the Victor
dealer as a means of
thoroughly capitalizing
Victor strength and pres-
tige.

MICKEL BROS.

i» Ilk

•"tellUllilJIIilllil

July 15, 1922

THE TALKING MACHINE WORLD

113

We Finance

Extract from an article by
Mr. R. F. Yates, Editor
"The Evening Mail" Radio
Review, appearing under
date of July 1, 1922.

"The writer has given
this matter considerable
thought and is of the
opinion that the phono-
graph dealers are best
fitted to handle complete
radio receivers. They
have the booths all ready
for their patrons and,
furthermore, they are
thoroughly acquainted
with the sales plan, un-
der which the more ex-
pensive radio receivers
will eventually be sold.
Reference is made to the
time-payment plan."

Your Radio Sales

No doubt, you would like the following questions answered :

1. Should I stock radio?

2. If so, what lines should I handle?

3. Will I be left "holding the bag" on some of
the present-day goods?

4. Where is my protection on entering this new
field, which seemingly assures large profits,
but, to%me,fhas no guarantee of permanency?

5. Will I have to stock a line of accessories?

Here Are Your Answers

We will place in your stock a demonstrating line of Prima
radio receiving apparatus retailing complete with all batteries,
tubes and other accessories, from

$30.00 to $250.00

You pay us the usual dealer's price, with regular discounts
allowed, as is customary in the talking machine trade.

Sales Guaranteed

You sell these efficient, complete and among the best receiving
sets on installment terms. We will take up the installment
paper on each and every sale.

Sell on Installments

No cost to enter — No accounts or stock to carry — Every sale
means profits. We will ship you the demonstrating set, or sets,
on regular or installment terms, and sales will be guaranteed.

The Best Dealers in Every City

This opportunity is open only to live, progressive, up-to-date
merchants. Territory will be restricted.

Act quick — Wire or write your offer-
Enter the Radio Field without gambling.

Prima Radio Corp.,

185 Twenty-second Street
Brooklyn, N. Y.

114

THE TALKING MACHINE WORLD

July 15, 1922

wrong with

^ — /

llhreeO Clock

the Morning

That Entrancing Melody You Hear Everywhere

ATLANTA DEALERS LOOK TO FALL

Business Marks Time Until Crop Returns Ma-
terialize— Jesse G. Bowen Piano Co. to Open
"Talker" Department — Month's News

Atlanta, Ga., July 10. — This Southeastern dis-
trict is so largely agricultural that except in
the larger cities and towns the talking ma-
chine business is marking time. The large re-
turns from crops do not come until Fall. Deal-
ers are, however, already planning for the
coming season.

In Greensboro, N. C, the Frazier Piano Co.
will shortly move into a fine new store and will
push talking machines more aggressively than
ever before.

The Jesse G. Bowen Piano Co., of Winston-
Salem, N. C, is completing a new building and
has made its plans to open a well-arranged
talking machine department, featuring the con-
sole type.

Geo. F. Alexander has opened a large music
store in High Point, X. C, featuring the Victor
and Brunswick. He was formerly located at
Roanoke, Va.

Many Victor dealers throughout this section
are taking on the Consolette cabinet equipped
with Victor VI and thus have a true period,
flat-top console model to sell at a reasonable
price.

M. E. Lyle, representing the Strand, has been
absent for several weeks looking after his trade
through Xorth Carolina and later going on to
Xew York to visit the executive office of the
Manufacturers Phonograph Co. He has been
successful in opening new Strand accounts in
many towns.

P. C. Brockman has returned from a trip
Xorth, his time being chiefly spent at the offices
of the General Phonograph Co. Mr. Brock-
man is in charge of the wholesale phonograph
division of the Polk Furniture Co., Atlanta,
Okeh record distributor.

Westervelt Terhune, Columbia branch man-
ager, has just returned from a brief visit to
the company's executive office in New York.
Mr. Mohl, assistant manager, has been off to
Florida, looking after the company's interests
there.

I. M. Bame and Leroy Webb, who have been
with the Shriners on their long jaunt to the
Pacific Coast, have returned home to this city.

The Cable Piano Co. recently decorated its
large show window to represent a forest camp.
The floor was carpeted with sand and rocks.
Pine trees formed the background. Xear the
tent was a camp fire all ready for service. Dis-
played most appropriately were small Victor
models. This clever window trim made an at-
tractive sales appeal.

Very handsome and timely Fourth of July
window decorations were featured by the Phil-
lips & Crew Piano Co. and the Goodhart-Tom-
kins Co.

FIRTH EXECUTIVES VISIT TRADE

P. A. Wilkinson Calling on Western Trade — H.
E. Brennan Spends Several Days in Boston

P. A. Wilkinson, vice-president of John Firth
& Co., Xew York, N. Y., manufacturer of Firth
wireless telephone products, who is now making
an important trip through the Middle West, has
appointed several jobbers and full details regard-
ing these appointments will be announced in
the course of the next few weeks.

Herbert E. Brennan, secretary and sales man-
ager of the company, spent several days in Bos-
ton recently in conference with Robert E. Stein-
ert, of the M. Steinert & Sons Co., distribu-
tors of the Firth product. Mr. Brennan states
that the outlook in New England territory is very
satisfactory, and while in Boston managed to
spend a half day on the links under Mr. Steinert's
able supervision.

A. H. CURRY ON SOUTHERN TRIP

Orange, N. J., July 14.— A. H. Curry, vice-presi-
dent in charge of the phonograph division of
Thomas A. Edison, Inc., leaves to-morrow on a
Southern trip, during which he will look over his
wholesale and retail phonograph interests in
Texas. In addition to visiting Dallas and other
cities in Texas, Mr. Curry plans to call on Edi-
son jobbers located in Indianapolis, St. Louis,
New Orleans, Atlanta and other points. He ex-
pects to return to Orange by the end of July.

The "VICSONIA"

REPRODUCER

For Perfect interpretation of Edison Disc
Records on Victrolas and Grafonolas.
Fitted with permanent jewel point. No loose parts.
Meet the demand— Serve your customers

Sample Model "A" or "B" Vicsonia, nickel plated,
will be sent on receipt of $4.50. Retail price $7.50.
Note: Model "B" Vicsonia plays both Ed-son and
Pathe records.

VICSONIA MFG. CO., Inc.

313 E. 134th STREET NEW YORK, N. Y.

EDISON WINDOW DISPLAY FOR AUGUST

Music and Flowers Principal Theme of This Very
Attractive Window Arrangement

The Edison window display service put out
by Thomas A. Edison, Inc., for the benefit of
new Edison dealers is moving ahead very fast.
An increase in the demand for it of 33 1-3 per
cent occurred in July, as against the previous
month. This remarkable growth is attributed by
the Edison organization to two things: First, the

The Edison August Window for Dealers

fact that Edison dealers are anxious to use every
worth-while plan for securing additional cus-
tomers, and, second, to the fact that the service
itself has been recently greatly improved.

Thomas A. Edison, Inc., has prepared a very
attractive window for the use of Edison dealers
in the month of August. The principal theme of
this window is music and flowers, and every
effort has been made to portra}- the scenes
which are most appealing to those who derive
the most pleasure from the Summer season. The
center of the display is built around the Re-Crea-
tion "Hearts and Flowers," by Walter Chapman.
The other selections featured are "Serenade — Les
Millions d'Arlequin," by Albert Spalding; "Car-
nival of Venice" and "As Once in Happier Days."
Walter Scanlan is the subject of the portrait in
the upper center of the window.

ANDREWS WITH OKLAHOMA T. M. CO.

Oklahoma City, Okla., July 6. — The Oklahoma
Talking Machine Co. has added to its staff War-
ren Andrews, who has had a varied Victor retail
experience. He has been connected with the
Oklahoma Talking Machine Co. for some time
in the past in various capacities familiarizing
himself with the general wholesale business. He
has been assigned to no particular territory, but
will travel chiefly in Oklahoma. In addition to
P. A. Ware, sales manager, who will spend most
of his time in the field in dealer development,
this gives the Oklahoma Talking Machine Co.
three representatives on the road.

July 15, 1922

THE TALKING MACHINE WORLD

115

LGMK

INTRODUCE NEW TITLE DISPLAY DEVICE FOR ORCHESTRA

Will Aid the Sales of Talking Machine Records, Player Rolls and Sheet Music in Most Effective
Way — Device Entitled Songtitleograph — Being Used by Vincent Lopez and Others

We have at various times since the opening
of this department outlined plans by which or-
chestras could aid directly the sales of talking
machine records, player rolls and sheet music.
Our contention invariably was that the display by
the orchestra of the title of the numbers being
played would be of considerable value to the
manufacturer and retailer, as well as the public.

We must confess that although there have been
a number of schemes devised to encourage or-
chestras to carry out such plans they have not,
to any extent, proved successful. Most orches-
tras believe that if they play a given number
they are doing all they are obligated to do. The
publisher, naturally, is not in a position to dictate
the methods by which selections are programmed,
but must be satisfied with the fact that he induces
the orchestra to play a number from his catalog.

The retailer, however, is not obligated to the
orchestra as is the publisher and he can, where
his relationship will allow, bring pressure to bear
and often persuade the orchestras of his city to
carry out some plan of displaying the titles of
the numbers rendered.

The latest innovation along these lines, which
marks an important step forward in the announc-
ing of titles by an orchestra, was that in-
augurated by Vincent Lopez and his orchestra
at the Pennsylvania Hotel, New York City. Mr.
Lopez is ever on the alert to make his organiza-
tion one of the leaders in its field and he spares
no time or expense to carry out new ideas and
to render service.

This new Lopez method consists of an electric
sign above the orchestra stand which registers
the titles of the numbers as they are being played.
It is operated automatically, with the titles of the
various numbers being flashed from a series of
slides which are set in motion by the pressing of
a button. The machine holds as many as 100
titles, which are operated in rotation, and by
pressing the shift button two seconds before the
end of the selection the title of the following
piece is flashed by the time the introduction is
taken up. The machine is known as the Song-
titleograph and Mr. Lopez controls full selling
rights.

By its use the orchestra not only offers a dis-
tinct novelty, but renders to its clientele a serv-
ice that, once inaugurated, will, we believe, be
difficult to discontinue. From the commercial
standpoint it has exceptional value. The dance
enthusiasts receive, in addition to the melody, the
title of the number which they have received
more or less favorably, leaving them in a position
to call on the retailer for the record, roll or sheet
music if desired.

Following the initial expense of the installa-
tion of this electric machine the cost of main-
tenance is quite low and we believe that there are
possibilities of the device being installed by at
least one leading orchestra in every large city.

It must be remembered by those who are in-
terested in the success of this method of pro-
gramming— and every one selling records, rolls
and sheet music is interested — that if this plan
is taken up by a sufficient number of orchestras
the musical combinations of lesser caliber will
be forced to display the titles they are playing.
Of course, in every instance the smaller orches-
tra would not be able to carry the expense, but
there are many less costly methods of display-
ing titles which can and, no doubt, will be used
if the idea makes the progress its importance
justifies.

It might be said in closing that the Songtitleo-
graph now being used by Vincent Lopez and his
orchestra is the third machine of this character
that has been tried out by him. He conceived the
idea many months ago and experimented exten-
sively before completing the successful device
now used nightly on the Pennsylvania Roof.

'ROMANY LOVE" SHOWS UP WELL TO REVIVE "SOME OF THESE DAYS"

New Sam Fox Number Proving an Active
Summer Offering

Early this Spring Sam Fox, head of the Sam
Fox Publishing Co., brought East with him a
manuscript copy of "Romany Love." He be-
lieved he had a number of big possibilities. He
had no idea, however, that "Romany Love" was
to prove one of the most popular of the Summer
offerings. However, shortly after the release
of the song in New York territory it made an
impression on the various recording rooms
which are this year particularly looking for hits
— something to create activity and add to sales.
Mr. Fox was induced to give the leading orches-
tras manuscript copies of the number until he
could rush through the printed orchestrations.
All of which resulted in "Romany Love" finding
much favor.

A special orchestra arrangement similar to
that made for the Paul Whiteman organization
'has now been printed and sent to the prominent
orchestra leaders and the original band arrange-
ment made for John Philip Sousa has been
printed and forwarded to the larger bands. Reg-
ular orchestrations, band and vocal copies are
now ready and the Sam Fox organization has
inaugurated one of the most elaborate cam-
paigns ever arranged for a popular song.

New Arrangement to Be Introduced by Sophie
Tucker on Her Return From Europe

Chicago, III., July 8. — Will Rossiter announces
that the big-time hit, "Some of These Days," is
to be revived with a new arrangement and placed
on sale all over the country. It has practically
been decided that Sophie Tucker will introduce
the new arrangement of this song upon her
return from her present European tour.

Incidentally, we might mention, in passing, that
the two big present Rossiter numbers, "Those
Longing-for-you Blues" and "In Bluebird Land,"
are selling in a most satisfactory way in Chicago.
The Six Brown Brothers have been featuring
"In Bluebird Land" at all Ballaban & Katz thea-
tres and will return to Chicago next week. Will
Rossiter has a man now in New York plugging
on "Those Longing-for-you Blues." It is already
out on a number of records and bids fair to be a
remarkable success.

M. J. Mintz, president of the Cameo Music
Pub. Co., announces that through an arrange-
ment with Jack Loeb, manager of the William
Fox Theatres, Catherine A. Borland's "The Voice
From Calvary" will be featured in all the Fox
theatres on the first anniversary of Caruso's
death, August 2.

someHama she

vox

TROT

The demand promises lobe tremendous
Order your supplu notf~and liberally

?uUishedbjJMJ^/^5o^AusicG^

116 (World of Music)

THE TALKING MACHINE WORLD

July IS, 1922

gpjesse Crawford

You cant go wrong
With anij'FEIST song"

SUIT OVER "GALLAGHER AND SHEAN" IMPROVEMENT IN WINDOW DISPLAYS

It is quite the usual thing when a song be-
comes a national hit to hear the charge of plagi-
arism or the entering of a suit charging that the
whole or part of the melody is an infringement.
The latest action of this sort is that instituted by
Bryan Foy, in private life Bryan Fitzgerald, al-
leging that he wrote the song "Mr. Gallagher and
Mr. Shean" in May, 1921. The vaudeville team
of Gallagher and Shean are made defendants and
Jack Mills, Inc., the publisher, co-defendant.

"ROMANY
LOVE"

The New Gypsy Fox Trot
Song Hit

Featured by the prominent lead-
ers while yet in manuscript and re-
leased on leading records and rolls
before printed copies were avail-
able; by far, the quickest popular
hit we have struck. Its appeal is
instantaneous. Printed song copies
and orchestrations now on sale at
the low introductory price.

INTRODUCTORY TRADE PRICE U'Ac.
(12'/2c. in 100 Lots)

Extra Title Pages and Display Streamers
Supplied with Every Order

Published by

SAM FOX M PUB. CO.

Cleveland, O. U. S. A

□ HlllIillil((llllllllli[Jlil|||IIlllllllII(llllllllllllIllllll|l!ll.O

Sheet Music Retailers Giving More Attention to
This Form of Publicity — An Interesting Re-
cent Example in Weymann & Son Store

As remarked some time ago in these columns,
there has, during the last twelve months, been a
decided improvement
in window displays of
both sheet music and
talking machine rec-
ords, thus showing
that the retailer has
come to realize the
great advertising value
an attractive window
display offers.

Much credit, we
think, for this advance
in window arrange-
ments belongs to
such houses as Lyon
& Healy, J. W. Jen-
kins' Sons Music Co.,
Sherman, Clay & Co.,
H. A. Weymann &
Son, Inc., and others
of like caliber, who
seem to have led the
way in this connec-
tion. Their pioneer-
ing, as it were, has
had a very large and
exceedingly favorable response

of "Three O'Clock in the Morning," and the
sheet music of the number (Feist), as well as
player-rolls of the same selection, are all shown,
and of particular importance is the fact that the
display of the merchandise seemingly does not in-
trude upon the setting. In other words, the ball-
room scene, with figures of a boy and girl dancing,
and an artistic clock denoting the hour of 3 a.m.,

in retail circles.
The above brings to mind an attractive dis-
play recently shown in the Chestnut street win-
dow of the Weymann store in Philadelphia, a re-
production of which is shown herewith. Here is,
undoubtedly, one of the most elaborate displays
of the past twelve months. The Victor record

Weymann Window Display of Feist Hit

attract the attention and arouse the interest. The
merchandise, seemingly, is supplementary, but
those who are attracted, undoubtedly, get the
message intended without in any way feeling
that they have been imposed upon by the com-
mercial activities of the house — an important
psychological point.

ARTHUR J. LAMB'S LATEST EFFORT

Veteran Songwriter Collaborates With J. S
Zamecnik in "Romany Love"

operates upon the basis that if you have the goods
of merit and create a demand for them the pub-
lic will buy. An almost overnight recognition of
"Romany Love" seems to prove the contention.

It has often been said, particularly in sporting
circles, that "they never come back" and there
has been some basis for believing that that maxim
applies to the writers of songs, but, while this
may be true in general, there is evidence in sev-
eral instances that a writer's vogue may last at
least twoscore years.

Arthur J. Lamb, who wrote "Asleep in the
Deep," has, from time to time since, contributed
other offerings, though none seems to rival that
number for which he is chiefly known. It is
quite surprising, then, to find his name linked as
collaborator with J. S. Zamecnik in the current
fox-trot and song success, "Romany Love," issued
by the Sam Fox Pub. Co.

Recently was instanced a case or two where
publishers who did not recognize a Summer de-
pression were cashing in heavily on the sale of
songs through their Summer activities. Among
such publishers is the house of Fox, which

GORDON V. THOMPSON RECOVERING

Canadian Manager of Leo Feist Convalescing —
Dealers Tie Up With Movie, "Smilin'
Through," and Boost Sale of That Number

Toronto, Can., July 6. — Gordon V. Thompson,
Canadian manager of the Leo Feist Co., this city,
has been very ill the last two or three months,
with a complication of troubles. Mr. Thomp-
son's personality, good-fellowship and general
likableness have endeared him to the trade and
everybody will be very glad when he is able
to be back at his desk.

The moving picture, "Smilin' Through," is
playing at the Allen Theatre, and those sheet
music dealers who have hooked up with this
picture have been selling a satisfactory quan-
tity of the song of that name published by M.
Witmark & Sons.

July 15, 1922

THE TALKING MACHINE WORLD (World of Music) 117

TO MANAGE BRUNSWICK ARTISTS

Arthur Judson in Conjunction With International
Concert Direction to Book Artists for Coming
Musical Season — Co-operating With Dealers

Wm. A. Brophy, managing director of the
Brunswick recording laboratories, New York,
announced recently with keen enthusiasm the
fact that Arthur Judson, manager of the Phila-
delphia Orchestra and the New York Philhar-
monic Orchestra, is to undertake in conjunction
with the International Concert Direction Incorpo-
rated Bureau the management of several Bruns-
wick artists for the coming Fall and Winter
musical season. The Brunswick artists who will
come under this new arrangement are Claire Dux,
Bronislaw Huberman, Marie Tiffany, Theo Karle,
Siegrid Onegin and the Elshuco Trio, all well-
known Brunswick artists who have made many
recordings on Brunswick records. It is expected
that under this new arrangement these artists will
be given wide publicity throughout the country,
and will be heard in most every prominent center
during the coming season. Mr. Brophy stated
that Brunswick dealers will be notified in ad-
vance of the appearance of these artists in their
particular cities, and that the Brunswick Co. will
do everything possible to co-operate with the
dealer to the fullest extent, which no doubt will
result in increased sales of the records of these
artists and arouse an interest in Brunswick prod-
uct generally.

FOUR CONTRACTS RENEWED

Witmark Organization Renews Contracts With
Four Prominent Writers

Four noted and successful songwriters and
composers have renewed their contracts with M.
Witmark & Sons by which the firm acts as ex-
clusive publishers for the quartet for a term
of years. Included in these are Sigmund Rom-
berg, the well-known composer of musical come-
dies, who last season had to his credit such pro-
ductions as "The Blushing Bride," "The Rose of
Stamboul," "Bombo" and "Blossom Time."
Eubie Blake and Noble Sissle, of "Shuffle Aldng"
fame, are also included in the list of renewals, as
well as that contributor of unusual ballads of
marked distinction, Arthur A. Penn.

FOLDER OF O'HARA SONGS

Ditson Co. Features Three of the Popular Songs
of That Composer

The Oliver Ditson Co., Boston, has issued
for the use of dealers an interesting little en-
velope folder devoted to the songs of Geoffrey
O'Hara, two of them clever French-Canadian
numbers for which William H. Drummond sup-
plied the lyrics, they being "The Wreck of the
'Julie Plante,' " and "Leetle Bateese." Both these
songs have proved distinctly popular among a
large group of concert singers. The third num-
ber featured in the folder is a ballad, "Sweet-
heart, Do You Remember," for which May Stan-
ley supplied the words.

FEATURES GENNETT RECORDS

Duluth, Minn., July 8. — The McClure Music
Co., of St. Paul, Minn., has taken over the music
department of the I. Freimuth Co., of this city,
and, in addition to the sheet music department, the
former concern has installed a complete line of
Gennett records. A window display of these
records in connection with a vigorous campaign
is showing excellent results.

J. Will Callahan, the blind composer, and his
wife are spending the Summer at their home
in Bay View, Mich. Mr. Callahan and his wife
for the past several months have been sojourn-
ing down in Florida in an endeavor to recuper-
ate Mr. Callahan's health. It is said that he has
just finished a new number in collaboration with
Lee S." Roberts and Max Kortlander.

EDISON CONTESTANTS ENJOY TRIP

Winners of Sales Contest Sponsored by Harger
& Blish, of Des Moines, See Sights of Gotham
and Visit Edison Laboratories at Orange

The prize-winning dealers of the sales contest
recently put on by Harger & Blish, Des Moines,
la., for the Edison dealers located in the terri-
tory which this company serves as an Edison
jobber, started on their journey East to New
York, and to the Edison laboratories, the early
part of this month. They arrived at the factory
and called on the Edison officials and went
through the factory on Monday, July 10. Each
prize winner was presented with a handsome
autographed photograph of Thomas A. Edison
and the whole party received a most cordial re-
ception from the Edison executives throughout
the day they spent in Orange. An attractive
luncheon was served at the famous inn located on
the mountain which lies back of the center of
Orange. In the evening, as the guests of the
Edison people, the visiting dealers were given a
wonderful Italian dinner at Carrie's, the famous
dining place of New York's Great White Way.
Following the dinner party they were taken to
"The Music Box Revue."

The prize-winning dealers who made the trip
were: Division 1: Guy Cooper, S. E. Cooper &
Son, Maxwell, la.; Division 2: F. M. Cooper &
Son, Woodward, la.; Division 3: Harry C.
Shroyer, Bethany, Mo.; Division 4: H. A. Loren-
zen, Newcomb & Mathews, Creston, la.; Divi-
sion 5: Ray Fude, Carl E. Schlegel Drug Store,
Davenport, la.

On the way to the factory and on the return
trip the party stopped off at several points of
interest.

SENSATIONAL NOVELTY
FOX -|TROT j

THE FRENCH

5IHEET j
RECORDS
ri0LL5

JOE MITTENTHAL- INC NEW YORK

Work was started with two shifts of men work-
ing right through the twenty-four hours, and
every effort was made to keep things moving. It
was found, however, that the day shift accom-
plished much more than the night men, owing,
probably, to the monotony of night work. The
manager thereupon secured a talking machine
and several dozen jazz records and kept a boy
operating the outfit throughout the night hours.
The result was that the night shift was able to
lay 1,500 more bricks than was the record before
music was furnished, and by actual comparison
accomplished more than the day shift. The plant
was entirely reconstructed in twenty days, or
ten days within the time limit, and credit for the
fast work was given to the talking machine.

TALKING MACHINE SPEEDS UP WORK

Stimulates Men Working on Rebuilding of
Mississippi Factory to Such an Extent That
They Break Some Real Speed Records

MACINTOSH BROS. IN NEW HOME

Handsome Victor Shop Equipped by the Unit
Construction Co.

Meridian, Miss., July 5. — The value of the talk-
ing machine in speeding up the efforts of mer-
chants was illustrated most forcibly recently in
connection with the rebuilding of the big lumber
plant of the Long-Pell Co., at Quitman, Miss.
When the plant was destroyed by fire the gen-
eral manager was instructed to use every avail-
able man and speed up rebuilding operations as
rapidly as possible. Thirty days was set as the
time limit.

Collingswood, N. J., July 8. — Macintosh^ Bros.,
Victor dealers in Collingswood and Woodbury,
K'. J., announce the opening of their new store on
Haddon avenue in Collingswood. In the new lo-
cation Macintosh Bros, will be able to give even
better service to their many customers and the
service department of the Unit Construction Co.
has accomplished the equipment changes for
them. Old ivory is the predominant tone in
their new store, which has been attractively ar-
ranged to produce an effect which is sure to
please customers.

ANOTHER "DOWN HOME BLUES'* ON

BLACK SWAN RECORDS

RECORD No. 14115

"Ain't Got Nothin' Blues

Soprano with Orch. by

Mary Straine

COUPLED WITH

The Fowler Twist'

Baritone with Orch. by

John P. Vigal

ORDER TODAY and let this record keep your Summer sales going big. IT'S A HIT ! ! !
PACE PHONOGRAPH CORP., 2289 Seventh Ave., New York

118

THE TALKING MACHINE WORLD

July 15, 1922

Made of High Grade
Hardened Steel
Specially Treated
to Give

Frictionless Surface

% in.

Kin.

% in.

Reg. U. S. Par. Off.
No. 9P5758 which wili
be strictly enforced

Furniture Footwear

Simplicity

Furniture footwear to give thorough satis-
faction must be simple in character — otherwise
it means trouble and dissatisfaction.

There is only one device that meets this speci-
fication

DOMES (/SILENCE

The perfect footwear for furniture.

Domes of Silence also have these additional
qualities, which ordinary devices do not possess:

Economy

Silence

Invisibility

Adaptability — Suitable for covered and un-
covered floors alike.

Service — Long wear.

Protection to furniture, floors and rugs.
The perfect footwear for furniture —

DOMES of SILENCE

"Better than Casters"

Henry W. Peabody & Co*

DOMES OF SILENCE DIVISION

17 State Street, NewYork City

In All Your Talking Machine Orders,

Specify DOMES of SILENCE

F 65

What we say above about Furniture applies also

to Phonographs

July 15, 1922

THE TALKING MACHINE WORLD

119

RED SEAL CLASSES IN NEW YORK

First Class Under Auspices of Victor Whole-
salers of Metropolitan District Holds Sessions
at Hotel Pennsylvania This Week With One
Hundred in Attendance — Second Class Will
Meet on Monday, July 17, at Same Place

INSPIRING BUSINESS TALKS

The first of the Red Seal salesmanship classes
under the auspices of the Victor Wholesalers
of the New York metropolitan district, opened
at the Hotel Pennsylvania on Monday of this
week, July 10, and continued daily up to -and
including Thursday. About one hundred mem-
bers of local retail sales organizations attended
the classes, two sessions being held daily from
9 to 12 a. m. and from 2 to 5 p. m.

The course at the school was very similar
to that covered at the Red Seal School in Cam-
den, although in condensed form, and followed
along the lines of the Red Seal classes that have
been held in Buffalo, Washington and other
cities. F. A. Delano, in charge of the Victor
Co.'s classes in salesmanship at the factory, was
in charge of the course, and among those who
gave talks during the week was Mrs. Frances
E. Clark, head of the educational department of
the Victor Co.

Following the close of the school on Thursday
afternoon those who attended the sessions were
taken in automobiles to Brighton Beach where
they enjoyed dinner and dancing at the Hotel
Shelburne and later attended the vaudeville show
at the Brighton Beach Theatre as the guests of
the metropolitan wholesalers.

Although all the wholesalers co-operated in
the holding of the classes the arrangements of
the details for the school were in the hands of
a committee consisting of J. Newcomb Black-
man, of the Blackman Talking Machine Co.;
L. L. Spencer, of the Silas E. Pearsall Co., and
Charles B. Mason, of the New York Talking
Machine Co.

Beginning next Monday, July '17, the second
and final class will begin its sessions at the
Pennsylvania with a registration of about sev-
enty-five. The second class will end on July 20
and the course will be the same as that of the
first class.

LUDWIG & CO. ENLARGING STORE

Wilkes-Barre, Pa., July 10. — The Simon Long
Building, headquarters of Ludwig & Co., talking
machine and musical instrument dealers, is being
remodeled in order that the enlarged business
oi the concern can be taken care of in an efficient
manner. The company is considered the largest
house in this section of the State, and when the
alterations are completed it will be one of the
most attractive in the East. The remodeling
includes the installation of a number of booths
for record demonstration purposes, new show
cases, larger window space, etc.

GETTING AFTER THE NEWLYWEDS

Cline-Vick stores in Indiana send special and
attractive cards of congratulation to all newly

cJO^ HEALTH^
^ BRIDE GROOM

WE MLLS/WE VOUR UiCTRQLA
UNTiL AFTER THE HQNEVMOQN KB

G>n£raf ulaf ions
Ifhr.aiS Ttlrs.

CLINE VICK STORES

THE VICTROLA

Cleverly Designed Greeting Card

married couples in the towns where their stores
are located and incidentally offer suggestions
that mean Victrola sales.

Metropolitan Victor Dealers Enjoy Talks by J.
T. Lange, Abram Davega and J. W. Schwetz
at Knickerbocker Co. Meeting in New York

The Knickerbocker Talking Machine Co., Vic-
tor distributor, New York City, invited metro-
politan Victor retailers to attend a lecture in the
concert hall of the company at 138 West 124th
street, on Thursday, July 6, at 2 p. m. Joseph
T. Lange, educational manager of System Maga-
zine, talked interestingly on "Salesmanship in
Selling Merchandise," and gave many valuable
suggestions that were applicable to the talking
machine retailer in the conduct of his business.

Previous to Mr. Lange's talk Abram Davega,
president of the company, spoke on "Selling Good
Business." He said in part: "You, yourself, have
got to be sold on good business, and I am sold
on this idea. I know that there is absolutely
nothing the matter with business conditions." Mr.
Davega pointed out how the dealer who was
sold on the idea of good business was far better

equipped to overcome obstacles and urged the
spreading of this doctrine. He analyzed condi-
tions leading up to the present time and told of
a letter recently received from the Victor Co.
stating that students of business conditions say
that the 1922 Fall season will be the best busi-
ness season we have had in two years. "If
things are slack during the Summer don't give
up and go away for a two months' rest, but just
knuckle down to business and plan out a system-
atic campaign," stated Mr. Davega. "There are
hundreds of good business ideas. You have to
be sold on good business before other ideas
can be carried out to improve your business."

Another talk which was intensely practical and
inspiring was given by Joseph W. Schwetz, vice-
president of the Knickerbocker Talking Machine
Co. Although thoroughly experienced in the
talking machine business from both the retail and
wholesale angles, this is said to be Mr. Schwetz's
first speech. The subject was "How to Conduct
Your Business," and represented Mr. Schwetz's
twenty years' experience in talking machine mer-
chandising.

The Ideal Furniture Co., of Hazard, Ky., Co-
lumbia dealer, is planning to move into a new
five-story building about September 1.

"One handle handles it"

Outing

TALKING MACHINE

Patent Pending
Size: 8 in. x 14 in.

x 15 in.
Weight : Complete,
including album,
22 lbs.

Perfection in a Portable
Phonograph

Made in Mahogany
and Fumed Oak Finishes

THE OUTING is the most complete and up-to-date
graph ever made.

It is unique and attractive in design. Superior tone q
give years of satisfactory service.

GENERAL
PHONOGRAPH
CORP.
New York Distribu-
ting Division
15 West 18th Street
New York, N. Y.

CABINET & AC-
CESSORIES CO.,
145 East 34th St.,
New York, N. Y.

BRISTOL &
BARBER
3 East 14th St.
New York, N. Y.

THE GBAFONOLA
CO. OF NEW

ENGLAND
174 Tremont St.,
Boston, Mass.

JOBBERS:
GEO. C. ULRICH VOC'ALION CO.

& CO. OF OHIO

718 Lincoln Bldg., Cincinnati, O.

Philadelphia, Pa.

A. J. HEATH & CO.
27-29 So. 7th St.
Philadelphia, Pa.

IROQUOIS SALES
CO.

210 Franklin St.,
Buffalo, N. Y.

I TICA'S GIFT &
JEWELRY SHOP
Ctica, NT. Y.

DAVENPORT
PHONO. &
ACCESS. CO.,
217 Brady St.,
Davenport, la.

VOCALION CO.
OF OHIO
Cleveland, O.

BURNHAM,
STOEPEL & CO.
101 East Larned St.,
Detroit, Mich.

WALTER S. GRAY
CO.

942 Market St.,
San Francisco. Cal.

portable phono-
uality. Built to

J. K. POLK FCRN.
CO.

294 Decatur St.,
Atlanta, Ga.

CANDIOTO PIANO
CO.

120 S. Limestone St.,
Lexington, Ky.

WM. ANDERSON

PIANO CO.
79 Eighth St., S.,
Minneapolis, Minn.

RICHMOND SPORT
& SPECIALTY

SHOP
(Newton Corp.)
616 E. Broad St.
Richmond, Va.

There are still several good States
and large Cities open. Full details or
samples will be furnished responsible
jobbers on application.

Outing

TALKING MACHINE CO., Inc.

A. J. COTE, President

MT. KISCO, N. Y.

Dealers in Mexico and Cuba should send orders and
inquiries to
R. C. ACKERMAN
291 East 162nd Street New York, N. Y.

Foreign Export — CHIPMAN LIMITED
8-10 Bridge Street New York City

Cable Address, CHIPMUNK, New York

120

THE TALKING MACHINE WORLD

July 15, 1922

B A L T I M 0 R E

Portable Machines Have the Call — C. B. Noon's Enterprise — Or-
dinance to Muzzle Talkers — Trade Outlook Improves — The News

Baltimore, Md., July 10. — While business, gen-
erally speaking, is quiet, dealers here are satis-
fied with the business being done and have no
cause for complaint. The demand for small
portable machines by campers and vacationists
is reported as exceeding the supply and in addi-
tion quite a number of the larger types of ma-
chines are being sold. Manager Roberts, of E. F.
Drake & Sons, said his business for the last
four weeks was 20 per cent ahead of the corre-
sponding period of last 3^ear and the way business
had started in this month so far he figured on
also beating last July's record. Both the other
Victor agencies, Cohen & Hughes, and Eisen-
brandt's, also report a fair business being done
and a good demand for the popular records.

Sales of portable machines have been greatly
stimulated by the advertising being done in the
daily papers here, featuring these instruments.

The Columbia branch here reports difficulty in
keeping up with the sales of portable machines
and it is by no means a dull season for the
regular line of Grafonolas. This company has
also been doing some extensive local newspaper
advertising and is helping dealers to organize
outside sales forces. Business is reported ex-
ceptionally good on records on Saturdays in the
western part of the city, but quiet in the eastern
section.

Loans "Talkers" to Sick in Hospital

The importance of music as a factor contribut-
ing to the rapid recovery of those convalescing
from illness has been demonstrated twice re-
cently in this city through the courtesy of C. B.
Noon, president of the C. B. Noon Co., Inc.,
who loaned a talking machine to two patients
at Johns Hopkins Hospital. Some weeks ago

Mr. Noon was asked to rent a machine to a
woman patient who was in the local hospital to
undergo an operation. He placed a machine in
her room without charge and the same day rela-
tives of the patients called at the Noon estab-
lishment and purchased a large number of records.

When the woman left the hospital she per-
sonally called upon Mr. Noon to thank him.
About the same time one of the other patients
made the request that the machine be loaned
to her and Mr. Noon complied. Another supply
of records was sold.

With his customary enterprise, Mr. Noon now
is making plans to put machines in the other
hospitals of the city.

Voluma Corp. in New Home

The Voluma Corp., of this city, patentee of
the Voluma reproducer, has rented the store at
317 North Howard street and is giving daily
demonstrations of the instrument.

Effective Work in Schools

The work of Miss Margaret R. Martin, educa-
tional representative, who has been working in
the local territory, has met with great favor
among the universities and schools of Virginia
and North Carolina, and letters received at the
Baltimore branch office indicate that educators
with whom Miss Martin has worked have been
most agreeably surprised at the wealth of educa-
tional material available for Columbia dealers.
Fine Grafonola Business

Lester B. Harvey, at Oaksville, Va., depends
entirely on country trade for his Grafonola sales.
When competition began to root for depression
in business Mr. Harvey put in his efforts boosting
and selling. Results are very gratifying. It is
the belief of both Mr. Harvey and the Columbia

We Are Now DISTRIBUTORS for the

Swanson Portable Phonograph

The most compact, up-to-date portable on
the market.

Wooden tone-arm, Heineman No. 36 double
spring motor — weight only 15*4 lbs.

For further details regarding the Swanson Portable Phonograph see page 25

Write today for dealer proposition

CABINET & ACCESSORIES CO.

145 East 34th Street

NEW YORK

branch that the healthy business being done
under present conditions will continue to show a
steady, wholesome growth. What better com-
mentary on the success of the carload sale than
to note that W. T. McCoy, of Charlotte, N. C,
whose carload sale last December netted 111
Grafonolas, is now enjoying a well-earned vaca-
tion in Atlantic City, N. J.

Flood Damages Bristol Store

Gutman's, Inc., of Bristol, Va., was nearly in-
undated by the recent big flood in that section.
Water on the first floor was deep enough to'
float a boat in, although sand bags, piled breast
high across the doorway, acted as a dike. Their
store warehouse, however, was in the deepest
part of the flood and suffered considerable dam-
age. Walter J. Boggs, the general store man-
ager, reports that swimming suits and water-
wings were the order of the day.

Changes in the Trade

Will iam H. Swartz has succeeded J. H. Mar-
shall as head of the Dealers' Service Bureau of
the local branch of the Columbia Co. and has some
new idea along this line which he intends to put
into operation in the near future. H. W. Webb
Peptor has been made manager of the dicta-
phone department of this agency.

Would Muzzle "Talkers"

A city ordinance muzzling talking machines,
horns and other musical instruments and devices
used for advertising purposes was favorably re-
ported to the Second Branch City Council this
week by the Police and Jail Committee. It was
laid over, under the rules, until the Fall
meeting of the Council. The purpose of the
ordinance, which carries penalties ranging from
$25 to $100, is to prevent stores selling musical
instruments from disturbing people on the high-
ways and in office buildings by "continuous
noises."

A number of stores have been using talking
machines with large horns in the doorways
of their stores and running the same continu-
ously all day. This brought a number of com-
plaints from business houses in the vicinity of
these places to the police and resulted in the
introduction of the above ordinance.

Receiver for Setchell's Song Shop

Judge Rose, of the United States District Court,
signed an order this week adjudicating George
W. Setchell and Mary E. Setchell, individually
and as co-partners, trading as Setchell's Song
Shop, 332 North Howard street, bankrupts, and
appointing Joseph M. Hasselhoff receiver for
their business, fixing his bond at $4,000. The
orders were signed upon a petition filed by the
R. F. Volland Co. and others, alleged creditors.
Talking Machine Shop Chartered

Talking Machine Shop, Inc., 704 Union Trust
Building, has been incorporated with a capital
stock of $25,000; 250 shares preferred stock, par
value $100 and 100 shares common stock with-
out par value. This company is incorporated to
deal in talking machines, etc. Incorporators are
Francis S. Harris, Allan H. Fisher and Morton
P. Fisher.

July is, 1922 THE TALKING MACHINE WORLD 121

WIDDICOMB Phonographs are distinguished alike
for their exquisite cabinet work and for their
beauty of tone. Their artistic period designs are the
handicraft of an organization which for three genera-
tions has enjoyed a deserved reputation for. leadership
in fine furniture building. Their tonal beauty and faith-
fulness in reproducing recorded music have been per-
fected by years of painstaking research. Naturally they
have won an unusual prestige among discriminating
buyers. It follows as a matter of course that merchants
with the Widdicomb franchise are accorded the esteem
and patronage of the best class of trade. If you are
genuinely interested in building up your business among
this class of buyers, write for catalog and detailed infor-
mation regarding the Widdicomb franchise.

THE WIDDICOMB FURNITURE COMPANY

Grand Rapids, Michigan

Fine Furniture Designers Since 1 865

122

THE TALKING MACHINE WORLD

July 15, 1922

DETR PIT

Business Is Normal — Collec-
tion s I m prove — TheRa di o Situ-
ation— Some Notable Changes

Detroit, Mich., July 10. — Business is normal in
the talking machine field. Nobody reports a very
brisk trade, yet most dealers have apparently
enjoyed more than average trade for the past
month. July and August are expected to be in
the same class as June and dealers are looking for
a good Fall trade. It's the same old thing every
year, according to one dealer. The same months
are good and the same months are dull, year in
and year out. The one outstanding feature of
trade conditions for the past month was the
great improvement in collections, which is a
very health}- sign and indicates that people have
money. This is certainly true in the city of De-
troit, as people have been working, wages have

NO. 578. UNIVERSAL SELF-SERVICE
RECORD DISPLAYOR made to hold 5
swinging leaves, each leaf accommodat-
ing three 10" pockets and one 12" pocket.
Each pocket holds four records. Total
number of records shown is 40 records
and holding a reserve stock of 160 rec-
ords. Height 6 ft. Width 30 in. Weight
125 lbs. Constructed of steel through-
out, with heavy cast-iron base and fin-
ished in two coats of ebony enamel.
Complete $35.00

Write for complete catalogue

UNIVERSAL FIXTURE CORP.

133 West 23rd St. New York

been good and employment steady since last
March. The outlook that such a condition will
continue is very bright. Motor car factories have
more orders than they can fill and this will ob-
tain for at least another three or four months,
if not longer.

Radio Demand Loses "Pep"

The radio, which has been worrying some of
our dealers, seems to have lost its "pep." At
least that's the report we get from dealers in
radio outfits and supplies. There doesn't seem
to be near the interest in radio to-day that there
was two months ago. It may be due to the
warm weather. Dealers do not even attempt to
predict that it will come back again in the Fall.
"It's not as good as a talking machine" is the
way one person expressed it who had gone to
the expense of installing a $500 outfit in his
home. '.'The beauty of the talking machine is
that you can put on a record whenever you want
to, whereas with the radio you have to sit and
wait and you can only get entertainment for
several hours and then it usually comes between
six and seven when you want to eat your supper."
Fine Vocalion Business

Sam Lind, of Lind & Marks Co., distributor
of the Vocalion, says that business for the first
six months has shown a very fine increase over
the same period of last year and that new deal-
ers are being taken on every week and that
the old customers are increasing their orders.
Record business, he adds, is exceedingly good
for this season of the year.

Music Memory Contest Creates Interest

The Music Memory Contest continues to create
great interest among local music houses. The
contest is sponsored by the Detroit News in
co-operation with the Detroit Talking Machine
Dealers' Association and the whole city seems to
be manifesting an interest in it. The stores that
have joined into the spirit of the contest with
vim and vigor are The Edison Shop, Grinnell
Bros., J. L. Hudson Music Store, Detroit Music
Co.. Gardner-White Co., Reich Music Store,
Waite Music Co., and the Peoples Outfitting Co.
These stores are giving concerts every week,
changing the program each week, and the attend-
ance at the recitals is surprising.

New Edison Records Daily

An interesting announcement appears in the
window of The Edison Shop to the effect that
new records arrive daily. In other words, in-
stead of releasing twice a month as other com-
panies do, The Edison Shop releases new records
as fast as they come in so that every day there
is something new to offer. R. B. Ailing, general
manager, states that retail business is holding its
own for this time of the year and that whole-
sale business, which is conducted through the
Phonograph Co. of Detroit, is also normal, with
new accounts being opened steadily.

Doran Phonograph Co. to Move

Henry Doran, of the Doran Phonograph Co.,
Victor dealer, who for many years has been
located on Michigan avenue, says that he ex-
pects to close definitely for his new store during
the present week. His lease expires August 1
and he must vacate at that time as the building
is to come down.

Jewett Plant Speeds Up to Fill Orders

A. A. Fair, of the Jewett Phonograph Co., states
that business has been very good the past few
months, and that the factory at Allegan, Mich.,
is further oversold than at any time this year.
In addition to the regular Jewett line the com-
pany is now producing a combination radio-
phonograph which is selling faster, than the fac-
tor}- can produce it. The company has ex-
tensive plans in mind for enlarging the factory,
and hence production. Mr. Fair has been East
most of the past four weeks and has been
meeting with big success everywhere in securing
new business.

TAKE ON COLUMBIA LINE

Salano Bros., proprietors of the Murray Hill
Music Store, located at Forty-fifth street and
Second avenue, have recentlv added the Colum-
bia line to their stock. They will specialize in
Italian records.

NEW EDISON RE CREATION CATALOG

Latest Edition Is Second Volume Issued — More
to Follow in Consecutive Volumes

Thomas A. Edison, Inc., recently issued volume
two of the Edison Re-Creation Catalog, which
is, in fact, a Re-Creation stock book as well as
the Edison Re-Creation catalog. It is the plan of
the Edison Co. to issue succeeding catalogs in
consecutive volume form, so that the Edison
dealers will secure the complete library by as-
sembling the different volumes as fast as they are
received, each new volume not in any way super-
seding the previous editions, but being supple-
mentary thereto. This plan obviates the necessity
of transferring the inventory and sales data con-
tained in the previous editions.

VICTOR EDUCATIONAL ACTIVITIES

Members of Educational Staff of Victor Talking
Machine Co. Carrying on Work in Many Parts
of the Country During Summer

Philadelphia, Pa., July 7— These are busy
days for the staff of the Educational Department
of the Victor Talking Machine Co., the members
of which are for the most part busy attending
conventions of teachers and music supervisors in
various sections of the country. Mrs. Frances
E. Clark, head of the educational department,
attended the National Educational Conference
held in Boston recently, later going to New York
to address the salesmanship classes in that city.
Miss Edith M. Rhetts is giving a course of
instruction during the Summer at the North-
western University in Evanston. Ind. Miss Mar-
garet M. Streeter is in the South attending vari-
ous educational gatherings.

Miss Bess Daniels recently gave a three weeks'
course in music at the Latter Day Saints' Uni-
versity in Salt Lake City and is now in Colorado.
Miss Marie Finney and S. Dana Towusend are
in the Middle West. Robert J. Coleman is visiting
the normal schools in Virginia and West Vir-
ginia and Miss Mabel Rich is in Europe on
vacation.

Two new members of the educational staff
are Miss Alice Keith, of Chicago, an authority on
pageants, and Dr. Esther L. Gatewood, of Con-
norsville, O., who has a wide reputation as a
lecturer on philosophy.

APPOINT NEW YORK REPRESENTATIVE

The American Musifer Co., recently incor-
porated in the State of Delaware with a capital
of $3,000,000, has certified to the Secretary of
State that C. J. Kilber, 167 West Sixty-fourth
street. New York, will represent the corporation
here.

We Have It !

A HIGH-CLASS TABLE MACHINE AT
A PRICE THAT SELLS

Mahogany, 16x16x10, Double Spring, Universal
T. A. Back Casting and Metal Horn
Sample Price to Dealers Now — $12.50
Send for Sample To-day
Phonographs and Accessories,- R-epair Parts
for All Makes.
Best Steel Needles of American
Manufacture at 30c. per M.

FULTON TALKING" MACHINE CO.

253-255 Third Ave., N ew York City

Between 20th and 2 1 st Streets

July IS, 1922

THE TALKING MACHINE WORLD

123

Sp^uigu^JJodio JJccciinn^ Sets

are the product of many years of radio development in a
laboratory continuously and exclusively engaged in Radio research

Simple Operation— Selectivity — Perfect Reproduction and Amplification

The market has been flooded with amateur radio equipment of
uncertain quality and imperfect construction wholly lacking in
those points of superiority found in professional equipment.
All Sprague radio equipment was developed and is manufactured
in a plant that has designed and built many successful transmitting
stations for marine and land service and has been one of the prin-
cipal suppliers of the Government and the commercial companies.
Sprague home sets are all made with the same care and precision
used in the construction of this fine professional equipment.

First, you sell this self-contained, complete unit Receiver

Professional in construction, but so simple in
design that anyone, even a child, can operate it
easily. Our detector control makes possible the
clear reception of weak distant signals.

List $88.50 — "A" Battery and Head Set extra

Sp^ta^uoJ^adio Console

This Queen Anne Period Console is an ideal
home instrument of remarkable delicacy and

range. It encloses
a complete wire-
less receiving
equipment of the
same high quality
and construction
identical with all
Sprague Radio.

List

$450.oo

Except in large
cities, agency is
limited to one
dealer in a town

The Second Unit, "A" Battery Case
This is connected at the side of
the first unit and forms a neat
compact housing for the "A"
Battery. The case is protected
from battery acid by a lining of
asphaltum. Will hold a large size
six-volt storage battery.

List $11.50

Then add the Three-Stage Amplifier
This connects with the top of the
Receiver, the first unit. The
unique scientific arrangement of
the component parts of this
Sprague Radio amplifier effec-
tively avoids distortion.

List $130.00

Complete the Assembly with Spragaphone Loud Speaker

The fourth unit
connects with the
side of the ampli-
fier and over the
Battery Case. It is
especially designed
for home use, is ex-
tremely sensitive,
but is capable of
producing a
greater volume of
sound than is re-
quired to fill even
a very large room.

List $95.00

"Long Range,T
Four Units Assembled Complete

corporation

342 Madison Ave., New York, N. Y.

$325.00

Extreme discounts
to Reputable
Dealers. Write
or wire us at once

TELEPHONE: 8373 VANDERBILT

124

THE TALKING MACHINE WORLD

July 15, 1922

C. R. JOHNSTONE
VICE-PRES., GEN. MGR.

TI BELL RECORDING CORE

B
E
L
L

EST RECORDING

Associated With National Metals Depositing Corporation

9 East 47th Street, New York City

XPERIENCED SPECIALISTS

OUD AND CLEAR

AST WORD IN QUALITY

We Specialize in Private Recording

and

General Recording for the Phonograph Trade

W. HAUSSLER'S STRONG ARGUMENTS

General Manager of C. Bruno & Son, Inc.,
Makes Forceful Address Before Meeting of
Metropolitan Victor Dealers' Association —
Value of Window Displays for Dealers

General business conditions as they affect the
Victor retailer formed the subject of an in-
tensely interesting address given by William J.

world, he stated that to be associated with such
an institution was an asset and just cause for
pride on the dealers' part and urged that Victor
retailers put the interest of the Victor business
as a whole far above any personal or passing
consideration of their own. Mr. Haussler pointed
to the advertising of C. Bruno & Son, Inc., in the
talking machine trade papers and told how the
merchandising suggestions given therein were
given solely for the purpose of helping the Victor
retailer to increase his business. In his talk
Mr. Haussler demonstrated a complete mastery
of his subject and presented it in a spirited
manner. Many dealers at its close described it
as one of the "most helpful addresses that they
had ever listened to.

With the co-operation of a number of music
publishers, C. Bruno & Son, Inc., Victor whole-
saler, New York City, are preparing a series of
window displays for the Victor retailer featur-
ing from three to seven of the popular song
hits appearing on Victor records. The first
display was sent out on July 10, to be followed
by others at short intervals.

EDISON PITTSBURGH DEALERS MEET

Quarterly Meeting of Dealers in Pittsburgh Zone
Hears Interesting Address by F. C. Beatty and
a Number of Other Trade Members

Pittsburgh, Pav July 6— An important meeting
of the Edison Disc Dealers' Association, Pitts-
burgh Zone, was held here recently at the Fort
Pitt Hotel. This was one of the regular quar-
terly meetings held by this body. The feature
of the occasion was an address by F. C. Beatty,
who represented Thomas A. Edison, Inc., and
whose talk was devoted to explaining the impor-
tant new plans which are now on deck with the
Edison trade. Other talks of an illuminating
sort were made by representatives of the Buehn
Phonograph Co., local Edison jobbers, and mem-
bers of the Dealers' Association. The entire af-
fair was a complete success and announcements
made by Mr. Beatty provoked great enthusiasm
from the Edison retail merchants attending.

S. L. COOK IN NEW HOME

Indian Harbor, Ind., July 8. — S. L. Cook, suc-
cessful Columbia dealer here, has moved his
place of business to larger quarters in the same
community. Attractive interior decorating,
coupled with reliable service and merchandise,
has made this Grafonola shop one of the fore-
most music shops in this locality.

NEW BRUNSWICK_SHOP IN SALEM

Odell Bros. Take on Brunswick Line for New
Store — Unico Installation Throughout

W. J. Haussler

Haussler, vice-president and general manager of
C. Bruno & Son, Inc., Victor wholesalers, of
New York City, at a recent meeting of the
Metropolitan Victor Dealers' Association. Mr.
Haussler touched on the present-day situation
and stressed the big future possibilities in Victor
business. Describing the Victor Co. as the great-
est and ablest organization of its kind in the

NEW LINES FOR BRISTOL & BARBER

Bristol & Barber, New York City, have taken
on the Outing portable, made by the Outing T. M.
Co., and the Clay-o-la line of talking machines,
manufactured by Geo. Clay Cox, in addition to the
other lines of machines and accessories that they
distribute.

Salem, Mass., July 10— Kraft, Bates & Spencer,
Brunswick distributors for New England, have
concluded arrangements for a Brunswick account
in Salem. This will be known as The Brunswick
Shop and is under the ownership of Francis B.
and Charles Odell. The Odell brothers are plan-
ning to go after business in an energetic manner
and are providing efficient store equipment
through arrangements they have made with the
Unit Construction Co., of Philadelphia, for an
installation of Unico equipment in their store at
64 Washington street. The formal opening will
be on July 21. Arrangements have been made
for the Carl Fenton Orchestra to be there on the
opening day.

NATIONAL METALS DEPOSITING CORPORATION

FACTORY
34 East Sidney Ave., Mt. Vernon, N.Y.

Telephone: Oakwood 8845

MOUNT VERNON — NEW YORK

MANUFACTURERS OF

WE DEPOSIT THE

FINEST COPPER

IN THE WORLD
for ;your CONVENIENCE

LABORATORY
415 Fourth Ave., New York, N.Y.

Tel. Madison Square 6635

OUR

IMPROVEMENT

ALL STAMPERS
HAVE

HIGHLY POLISHED

July 15, 1922

THE TALKING MACHINE WORLD

125

AMONG THE LEADING FIFTY

Four Talking Machine Manufacturers in List of
Leading Advertisers — Victor Talking Machine
Co. Is the Second on the Entire List

In the July 6 issue of Printers' Ink there ap-
pears an interesting table showing the amount of
money spent by fifty advertisers in thirty-six
publications during 1921. These data were com-
piled by the Curtis Publishing Co., of Phila-
delphia, and the compilation does not include the
total advertising investment of the concerns in
question. The great majority of these com-
panies are heavy users of newspapers, farm
papers, outdoor advertising, window displays, etc.,
and the figures, therefore, constitute only a cer-
tain proportion of their expenditure.

It is interesting to note that four prominent
talking machine companies are included in this
list of fifty leading advertisers. The Victor
Talking Machine Co. is second on the entire list,
with an expenditure of $1,239,693 in the thirty-
six publications comprising the estimate. The
leader of the list is the Joseph Campbell Co.,
manufacturer of Campbell soups.

The Columbia Graphophone Co. is seven-
teenth on the list with an expenditure of $497,-
411, while Thos. A. Edison, Inc., spent $326,471
and the Brunswick-Balke-Collender Co. spent
$302,975. These figures are especially interest-
ing when it is realized that talking machine man-
ufacturers are the only musical instrument con-
cerns included in this list of fifty leading adver-
tisers.

NEW PHYSICAL EXERCISE RECORDS

Victor Talking Machine Co. Puts on Market
Sets of Three Special Records and Charts
Prepared by Prof. Charles H. Collins

The Victor Talking Machine Co. has just
placed on the market the new Victor physical
exercise records which are now being delivered
to wholesalers and dealers. The outfit consists
of three double-face records, 10-inch size, cover-
ing twelve distinct exercises with appropriate
music prepared on a plan and under the super-
vision of Prof. Charles H. Collins, of the Collins
Health Institute, of Philadelphia. The records,
with instructions for use, are packed in a durable
case which, when opened, shows complete charts
and positions for each exercise. The set of three
records and container is listed at $3.

0. H. WILLIAMS WITH CHAPMAN

O. H. Williams, well known in talking machine
circles in Greater New York and who was for-
merly actively engaged as general manager of the
Halsted Williams Co., Brooklyn, is now located
in Rochester, N. Y., as representative for E. J.
Chapman, Victor distributor for New York
State. Mr. Williams has had wide experience
in the Victor field, which covers a period of
many years. He was a traveling representative
of the Victor Talking Machine Co. for a long
time and also was connected with two well-
known Victor wholesalers and is well qualified
to promote dealer interests in his present con-
nection. Since joining the Chapman organiza-
tion, three months ago, he has been able to es-
tablish many new and desirable accounts and no
doubt will prove himself a valuable man for this
wholesaler in every respect.

VICTOR CO. PLANS EXTENSION

Camden, N. J., July 8. — Approval was given by
the Street Committee of the City Council here to
a request of the Victor Talking Machine Co. that
the city vacate Ambler street from Cooper to
Penn streets.

The Victor Co. agreed to pay the nominal sum
of $500 in return for the privilege granted by the
city. The company is planning to erect a build-
ing in the space to be vacated.

Radiophones For Dependability

Reg. U. S. Pat. Off.

To the list of distinguished houses
recently announced as jobbers, De
Forest Radio Telephone & Tele-
graph Company has added

ALBANY RADIO CORP.

ALBANY, N. Y.

The size, prestige and reputation of
the music houses that endorse De
Forest products should convince the
most skeptical dealer that the De
Forest Line is the one to which he
should tie up.

Possessing an old-established radio
business, De Forest is not cultivat-
ing the talking machine trade for
the sake of immediate returns.

We would not, if we could, load up
phonograph dealers' shelves, nor is
there any stock in this company for
sale.

Consequently, in conferring patron-
age upon us, which we will accom-
modate to the best of our increasing
capacity, the talking machine dealer
may rest assured that he will never
be left high and dry with "out-of-
date" merchandise.

Nor will we use his "ownership of
stock" in our company as compul-
sion on him to over-buy.

The De Forest Line includes MR-6
all wavelength range Receiver, the
Everyman Receiver, the Radio-
home Receiver, the DT-800 Ampli-
fier, and the Radiobest Receiver

For those who build their own sets,
De Forest also manufactures Rheo-
stats, Tube Sockets, Coil Mountings,
Honeycomb Coils, Grid Leaks, Con-
densers, Transformers, Crystal
Detectors and Switches.

General Offices:

Franklin Street and Central Avenue
Jersey City, N. J.

Factories:

Jersey City, N. J.
Jackson, Mich.

"I'm Glad We Own
a Radio Phone

The fellow who is sure that he knows it all
usually lacks the brainpower to know much of
anything.

126

THE TALKING MACHINE WORLD

July 15, 1922

1 — ' —

—

g |

r — 6

- — i

* — i

tl" 1

- ly a ba - - by Thatsvhyev-nj - bod - u "ba - b

A Fine Swinging Fox Tr

You can't £o vron&
Vith anj/FEIST'sorg*

SCORE AT CHICAGO RADIO SHOW

Raymond Engineering Corp. Exhibits Its Non-
regenerative Three-rube Receiving Set, Which
Wins High Praise at Exhibition

and influenced them to manufacture a set of the
same type to introduce to the talking machine
trade, which will be placed on the market within
a very short time.

NEW DEFOREST RADIO AGENTS

Several Prominent Talking Machine Houses
Now Handling That Line

The Raymond Engineering Corp., New York,
manufacturer of everything in radio, reports that
since the company entered this field some eight
months ago its plant has been kept extremely
busy and that present indications point to a very
busy Fall in the radio field. The company spe-
cializes in the manufacture of complete radio units
for manufacturers and distributors, but is now
planning to enlarge its field of radio activities
by manufacturing a receiving set that will be
known as the Raymond radio receiving unit. This
will be placed on the market as a separate unit,
and also will be furnished in a well-designed
cabinet of the console type, which it is expected
will meet with considerable favor in the talking
machine field.

C. M. Hunt, sales manager of the company,
working in conjunction with A. Schwartz, mana-
ger of the Chicago office, spent a profitable two
weeks exhibiting at the Chicago radio show held
in that city the latter part of June. In Booth
71 was featured the company's non-regenerative
three-tube receiving set, which attracted consider-
able attention. This set was attached to a spe-
cially designed loud speaker and functioned with-
out the use of an extra battery. Mr. Hunt stated
that the results obtained from this non-regenera-
tive set and loud speaker were most satisfac-
tory and it was commented on favorably by all
who saw it. Several technical schools who were
exhibiting and giving instructions to radio ama-
teurs were so impressed with the merits of this
set that parts for constructing a complete unit
were loaned to these schools by Mr. Hunt and
were used for instructing and demonstrating
radio receiving during the time of the show.

The success attained at the radio show was
very gratifying to the officials of the company.

SONORA PORTABLE PRODUCES SALES

Milwaukee, Wis., July 8. — W. E. Pugh, city
salesman for the Yahr & Lange Drug Co., Mil-
waukee, Sonora jobbers, is a keen admirer of

The DeForest Radio Telephone & Telegraph
Co. announces an addition to the list of dis-
tinguished music houses who have been ap-
pointed jobbers of DeForest radiophones. It
has included the Schmelzer Co., of Kansas City,
Mo., and the Albany Radio Corp., Albany, N. Y.
Other music houses included are: Lyon & Healy,
Chicago; Owen & Beers, New York City; Tri-
angle Radio Supply Co., New York City; Silver-
stone Music Co., St. Louis, Mo.; Rochester
Phonograph Co., Rochester, N. Y.

PENNSYLVANIA HOUSE REORGANIZED

The Pioneer Music House, Inc., Has Elected a
Strong Board of Officers, With J. M. Stewart
as President— Capital Stock Now $150,000

An Enterprising Sonora Man

the Sonora portable and always carries one with
him on his sales trips. Mr. Pugh maintains
that the combination of an automobile with a
Sonora portable cannot be excelled for pro-
ducing speed records in Sonora sales.

The White Music Co., of Berkeley, Cal., has
added radio outfits and supplies to its general
stock of musical instruments.

Indiana, Pa., July 10. — The Pioneer Music House,
Inc., has succeeded the old firm of S. Ren Pol-
lock, Inc.. which has been operating in this city
since 1891, having been founded by S. M. Work.
The officers of the new company are: J. M.
Stewart, president; C. F. Gaylord, vice-presi-
dent, and H. C. Trader, treasurer. The company
is incorporated under the laws of Pennsylvania
with capital stock of $150,000.

The new company has started work on a
two-story addition to its present building and
also plans to entirely remodel the interior of
the store, making it one of the most attractive
establishments in this section of the State.

The Pioneer Music House features the Bram-
bach, Packard and other makes of pianos and
player-pianos, and has a large talking machine
department, in which is handled the Victor, Edi-
son and Brunswick lines of machines and rec-
ords. Musical merchandise and sheet music are
also carried.

RETAIL

$15.00

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Qualiti

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A Success With Dealers Everywhere — It has proven its worth
Neat, compact and sturdy, with all the Equipped with automatic speed regula-

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In perfect balance — tested by experts to
the thousandth part of an inch.

tor — start and stop device, genuine mica
sound box. A real motor — silent and dur-
able.

Attractive Proposition for Jobbers — Write for territories

17 EAST 42nd STREET
NEW YORK CITY

QUALITIEPHONE SALES CORP.

July 15, 1922

THE TALKING MACHINE WORLD

127

MAY BE THE OFFICIAL GOLF SONG

"The Nineteenth Hole," Published by Leo Feist,
Has Made a Tremendous Hit

Leo Feist, Inc., announces the release of a
new song called "The Nineteenth Hole." This
number, as its title indicates, is a golf song and
has already been heard "in some of the country
clubs in and about New York, where it has been
received with much enthusiasm. There is every
indication that it will be adopted hy golfers as
their official song. It lends itself readily to the
"gang" spirit and inasmuch as its lyric is typical
golf language it wins immediate approval.

Edgar F. Bitner, general manager of Leo Feist,
Inc., speaking of the release of "The Nineteenth
Hole," said: "We have looked for some time for
a song that would describe the life on the links
and in the club house. Many lyrics were pre-
sented to us for examination, but none seemed
tc fit the situation. We believe this number,
which is full of comical golf language, fills the
bill."

BOOKED SUBSTANTIAL ORDERS

Player-Tone T. M. Co. Secures Substantial Busi-
ness at Furniture Show — I. Goldsmith Opti-
mistic Regarding Future

Pittsburgh, Pa., July 8. — I. Goldsmith, president
of the Player-Tone Talking Machine Co., this
city, returned recently from the Grand Rapids
furniture market where the company maintained
an attractive exhibit. The company has ar-
ranged to manufacture three new upright models
at popular prices and, according to the business
booked by Mr. Goldsmith at Grand Rapids, the
outlook for the talking machine business this
Fall is going to be far better than heretofore.

Mr. Goldsmith states that there was a con-
siderable amount of buying done in the West
owing to excellent crop conditions and the deal-
ers who visited the furniture show were confi-
dent that business in general would be healthy
and active during the coming Fall. During the
past few months the Player-Tone Talking Ma-
chine Co. has received substantial orders from
its dealers and Mr. Goldsmith is making arrange-
ments whereby the new models will be ready
for delivery next month.

CARL KNITTEL VISITS NEW YORK

Carl E. Knittel, sales manager of the Wolf
Mfg. Industries, Quincy, 111., was a recent visi-
tor to New York. Mr. Knittel secured some
good-sized orders for the Wolf products and
found the trade particularly interested in the new
console cabinet that the company has just intro-
duced which is adaptable for radio installation.
He states that business conditions generally show
a decided improvement and, judging from the
orders received, the talking machine trade will
enjoy a healthy Fall business.

SIXTH WEEK OF GOLDMAN CONCERTS

The Goldman Band, under the direction of
Edwin Franko Goldman, is completing its sixth
week at Columbia University, with programs that
will be a delight to all music lovers. As the
Summer session of the University is now in full
swing, with its 13,000 new students, the audi-
ences will now be larger than ever. On Friday
night, July 21, the first half of the program will
be devoted to the works of Tschaikowsky. Mr.
Goldman's two new compositions, "The Chimes
of Liberty" and "In the Springtime," have be-
come so popular that they are demanded almost
nightly. Free season tickets are still available
and may be had upon written request to "Sum-
mert Concerts," Columbia University, New York
City, the only requirement being that a self-
addressed, stamped envelope be enclosed with
request.

The Inland Music Co., of Spokane, Wash., re-
cently went out of business.

VICTOR TRAVELERS TO MEET

Annual Convention of Traveling Sales Depart-
ment to Be Held in Camden Next Week

The annual convention of the members of the
traveling sales department of the Victor Talking
Machine Co. will be held at the factory in
Camden next week, the first conference being
held on Monday, July 17. An extensive and
intensive program has been mapped out for the
convention. Members of the traveling staff will
be housed at Green Hill Farm during the week,
although the business sessions will be held at
factory headquarters.

NEW SONORA WINDOW STRIPS

The advertising department of the Sonora
Phonograph Co. has just forwarded to all
Sonora dealers thirteen window strips, consisting
of twelve paper strips and one of muslin. The

muslin strip, being large and durable, may either
be fastened to the dealer's awning or tacked on to
the wood base of the window. The other twelve
strips are of various sizes, each different in de-
sign and showing the latest Sonora models in
handsomely lithographed color effects.

VOCALION RECORDS OF NEW PIANO

Successful Recordings Made of Tones of Moor
Duplex Octave Coupler Piano

The Aeolian Co. has announced Vocalion rec-
ords of the music of the new Duplex octave
coupler piano, the invention of Emmanuel Moor,
and which has been subjected to international
comment during the past year or two. The rec-
ords have been made by Winifred Christie and
Max Pirani, there being four twelve-inch double-
face records in the group. The new piano, it
is declared, makes possible effects absolutely
unattainable on the ordinary piano.

The Music Master Radio Amplifier
greatly magnifies sound volume, with re-
production free from any harsh metallic
screeching. The horn is made from
richly grained mahogany and with the
nicely finished goose-neck and base pro-
vides a handsome yet practical radio
necessity.

Made in two sizes — 21-inch for
concerts and out of doors,
$45.00.

14-inch for general use in
home, $35.00.

The two units of
the Geraco line illus-
trated above repre-
sent the most mas-
terly development
in the electro-me-
chanical field our
products dominate.

Geraco Variometer and Variocoupler
assemblies are a long step ahead in the
development of accurate tuning in-
struments, being the perfected result of ex-
haustive tests by competent experts. Note
the detail of design (see variometer illus-
trated to left) the composition posts and ab-
sence of unnecessary metal parts. Price
$6.00 each.

Geraco moulded dials will improve the appearance
of any set. A smooth black surface that will not
discolor or chip. Neatly finished and accurately
calibrated. 3-inch size, 50c

Geraco moulded parts are carefully manufactured
from a durable and tested industrial material. This
dielectric substance has proved qualities which assure
our guarantee of minimum power loss. This fact is
borne out by the opinion of the Bureau of Standards
of the United States. See circular No. 74, Radio
Instruments and Measurements.

Items in the Geraco line now obtainable:

Variometers complete Variocoupler complete

Variometer rotors Variocoupler tubes

Variometer Post Assem- Variocoupler balls

blies Vacuum tube sockets

Variometer stafors Crystal detector bases

l^ials Aerial insulators
Knobs Music Master Radio Amplifiers

Manufacturers and Dealers — Write at once for
complete schedule

General Radio Corporation

Manufacturers ana' Distributors of

High Grade Radio Apparatus
624-628 Market St.

PHILADELPHIA

P RO V EN^/^ Q | ftj^RODU CTS

128

THE TALKING MACHINE WORLD

July 15, 1922

The Last Word
in Electric
Phonograph Motors

Make this your
leading line for
the coming
s e a s o n

The Electromophone

Absolutely Silent

Adjustable to any voltage. Tone arm equipped
with electrical stopping device, which operates
in conjunction with the Electromophone
— Record stops automatically on last note —
Never fails ! !

The Sole Selling Rights of This Unique Mechanism Are in the Hands of

THE STERNO MANUFACTURING CO.

19 CITY ROAD

LONDON, E. C, ENGLAND

July 15, 1922

THE TALKING MACHINE WORLD

129

Prince's Dance Orchestra has scored another knock-
out for the waltzers in "Gypsy Love Song," introduc-
ing the "Good Morning Chorus" and "She Said 'I Was
So Lonely'," from The Fortune Teller. For an encore
they play, on the other side, Victor Herbert Waltz
Gems. Here is waltz rhythm de luxe. A-3636.

Columbia Graphophone Co

NEW YORK

PORTLAND, ORE.

E. B. Hyatt Heads Oregon Music
Produces Many Artistic Windows

Trade Association — Rose Festival
— Dealers Co-operate — The News

Portland, Ore., July 8.— E. B. Hyatt, of the
Hyatt Talking Machine Co., was unanimously
elected president of the Oregon Music Trades
Association at the annual meeting held recently.
Other officers elected for the coming year were
W. A. McDougall, of the McDougall-Conn Music
Co., first vice-president; M. Davis, district man-
ager of the Brunswick Phonograph Division,
second vice-president; J. J. Collins, vice-presi-
dent of the Reed, French Piano Co., secretary,
and Frank M. Case, manager of the Wiley B.
Allen Co., treasurer.

Portland's annual Rose Festival was again a
thing of "joy and beauty" and was successful
from both an artistic and business standpoint.
It brought many visitors to the City of Roses
and, although not much business was done by
any of the music houses during the days of the
festivities, sales took a big jump immediately
following the celebration.

All dealers dressed up their stores and win-
dows to suit the occasion. J. N. Dundore, man-
ager of Sherman, Clay & Co., was "Prime Min-
ister of Rosaria" and escorted "Queen Harriet"
wherever she went.

The floral parade was most beautiful, and out
of the many hundreds of floats the one entered
by the Victor dealers of Portland stood out as
one of the most attractive and unique floats of
the entire parade. The judges must have thought
so, too, as the float was awarded the grand prize
of its division.

Mary Elizabeth Godwin, educational director
of the Victrola department of Seiberling & Lucas
Music Co., was the originator of the plan and
it was due to her untiring efforts that the float
was perfect in every detail. A Victrola made
of pink roses, large enough to enclose a six-
piece orchestra, was built on the float, and music

THE MELODIOUS andTUNEFUL

A'HIT"

EVERYWHERE

STAGE AND
DANCE

THREE 1
LITTLE
WORDS

FOX-TROT

SHEET ^SRECQ
JOE MITTENTHAL-INC-NEWYORKi

was dispensed all along the route. Nine beauti-
ful little girls were on the float and danced
aesthetic and folk dances whenever the parade
halted to give the drill. Victor dogs were much
in evidence.

The following Victor dealers contributed to
the affair: Sherman, Clay & Co., wholesale and
retail; Hyatt Talking Machine Co.; Bush & Lane

E. B. Hyatt, President Oregon Association

Piano Co.; G. F. Johnson; Wiley B. Allen Co.;
Powers Furniture store; Reed, French & Co.;
McCormick Music Co.; Seiberling & Lucas;
Meier & Frank, and Charles D. Ray.

A Sonora phonograph completely dismantled,
showing the complete construction of motor and
sound box, made an attractive window display
at the Lipman, Wolfe & Co. store and many
people interested in the "inner works" of a
phonograph stopped to examine it. Men espe-
cially stopped to see first what "made the wheels
go round." Roy Feldenheimer, manager of the
phonograph department, reports increased Sonora
business since the window demonstration and
says: "I always find it pays to advertise your
goods, no matter how well known they are,
and to keep them before the eyes of the public."

Mary Elizabeth Godwin, educational director
of the Victrola department of Seiberling & Lucas
Music Co., is being featured on the Willard
Hawley, Jr., Broadcasting programs and several
times a week she entertains with a "children's
hour" when selected records for the kiddies are
broadcasted.

J. Walter Johnson, window decorator of Pow-
ers Furniture Co., won a handsome silver cup
as a grand prize for the best decorated window
displays during the Elks' Golden Jubilee and

another large silver cup awarded for the best
music display window. A large Victor dog and
a handsome elk's head were the main figures
in the window with Victrolas,. Victor records
and purple and white ribbons artistically
arranged.

All of Portland has gone or is planning to
go on a camping or beach trip this season is
what the dealers in the small camp outfits be-
lieve and reports from all sides are to the effect
that the portable machines are going like "hot
cakes."

C. W. Collins, manager of the Cable Piano
Co., of St. Paul and Minneapolis, was a recent
Portland visitor. He was on his way home
from the Rotary Club convention in I.os Angeles.
He paid his respects to Frank M. Case, manager
of the Wiley B. Allen Co.

C. N. Sundquist, floor manager of the Victrola
department of Sherman, Clay & Co., took unto
himself a June bride (Olivette Mills) and is
receiving the congratulations of his friends since
his return from Vancouver, B. C, where a two
weeks' honeymoon was spent.

O. N. Gore has been added to the sales force
of the Victrola department of the Sherman, Clay
& Co.'s store.

Kathryn Campbell has been placed in charge
of the record and roll department of the Port-
land Piano Co. of Lipman, Wolfe & Co.

A new agency for the Valuphone and Mandel
phonographs has been established in Portland
at 467 Washington street, with Frank A. Berg-
man, manager in charge. Mr. Bergman handles
the Gennett records and has the honor of being
the exclusive dealer of this popular record on
Washington street. Miss Belle Montpas is in
partnership with Mr. Bergman and it is an-
nounced that the business partnership is soon
to be a life partnership as well.

UNEMPLOYMENT DECREASING

Figures gathered by the Merchants' Associa-
tion of New York for the use of the Committee
on Unemployment of New York City show that
industry is reviving. A canvass just completed
indicates a decrease in the number of workers
now out of work. This means greater activity
in the retail domain.

There is no time like the present for perform-
ing disagreeable tasks. Get them over with at
once and set your mind at rest.

OSLAND, Inc.

122 Fifth Avenue, New York City
Alpha Reproducer

Pivot stylus with spring tension

Radio products
Variocouplers
Variometers
Variable condensers

MANUFACTURED TO SPECIFICATIONS

1 30

THE TALKING MACHINE WORLD

July 15, 1922

RADIO AND THE LOOP AERIAL

H. F. Thornell Explains the Adaptability of the
Loop Aerial for Use in Connection With the
Receiving Apparatus of the Radio in the Home

Harrison F. Thornell, who is well known
throughout the country, particularly in the
music industries, having traveled extensively in
the interest of several musical devices, recently
entered the radio field, forming a company under
the firm name Eagle Radio Co., Newark, N. J.
Mr. Thornell is the producer of a series of de-
vices, some of which are for the purpose of elimi-
nating obstacles and simplifying radio receiving
apparatus and its use in larger cities, particularly
apartment houses.

In an interview with a representative of The
World Mr. Thornell said:

"Due to the enormous demand in the cities for
radio receiving apparatus, the problem of aerials
has become a big and a serious one, but, like
other difficulties connected with radio, it couldn't
be a difficulty long, and now is satisfactorily

overcome by means of an indoor loop aerial.

"The great majority of city dwellers live in
apartments, and comparatively few of these
people have been able to install radio receiving
sets because of the question of aerials. Only a
limited number of aerials can be erected on
one roof, and none can be erected if the owner
of the building objects, which the majority do,
either because they think that there is danger
from lightning or because they do not want the
outside of the building cluttered up with wires.
Then, too, in some cases, where an aerial could
be erected, the question of lightning ground and
the location -of the rooms make this type of aerial
impractical. This has resulted in the growth of
the industry to date being largely limited to the
country and suburban sections of the cities, with
the vast majority of the city dwellers without any
radio to date.

"The rapid growth of the radio industry has
been so sudden that until very recently this
matter has not been seriously studied by radio
engineers. The consensus of opinion now is that
the solution of the problem lies in the loop aerial

and with the advent of a good and practical loop
aerial on the market the number of radio en-
thusiasts will jump ahead again by leaps and
bounds.

"The loop aerial, to be practical and at all
efficient, has required considerable experimental
work and careful study. Special kinds of wire
and careful designing to reduce the losses to an
absolute minimum have resulted in the loop
aerial now being practical in its operation and
construction. A point overlooked by many peo-
ple is that the loop aerial must be of such a
size that it will not be in the way and take up
too much space in an ordinary room, such as is
found in a city apartment house.

"In a great many cases, other than those men-
tioned above, the loop aerial is more practical
and serviceable than the conventional out-of-
door aerial. Due to its marked directional re-
ceiving qualities, it is a big help in reducing,
and eliminating, the interference from nearby
transmitting stations, and also static electrical
interference is greatly reduced, a big advantage
in the Summertime. The loop aerial can also
be used in any place desired without the neces-
sary delay or bother in running wires, climbing
trees, erecting poles, etc. With the coming per-
fection of radio-frequency amplification the use
of the loop aerial will come into almost universal
use for receiving, and it is only a question of
a comparatively short time when the aerial will
only be used by the ultra-energetic person who
delights in climbing around high places and who
doesn't care about the unsightliness of an outside
aerial.

"There is not the slightest doubt that radio is
here to stay, and with it the loop aerial, because
of its portability, directional qualities, reduction
of static and other undesired interference and gen-
eral all-around usefulness in the radio field."

MELODY SHOP OPENS IN SEATTLE

Victor and Columbia Machines and Records
Featured in Fine Department

Seattle, Wash., July 7. — The most recent addi-
tion to the music stores of this city is an at-
tractive establishment opened at 1402 Second
avenue and known as the Melody Shop. The
store features the Victor and Columbia lines
of talking machines and records. During the
formal opening, which was well attended, each
purchaser was presented with a popular dance
record. Purchasers of sheet music were pre-
sented with an autographed copy of the latest
composition from the pen of Harold Weeks.

BUSINESS PROSPERITY HERE

Survey by Department of Commerce of Various
Industries Indicates Revival

Washington, D. C, July 7. — Business is booming
again, the Department of Commerce reports.

Statistics for June, just completed, show the
tide of prosperity is rising steadily. Out of
forty-two industries tabulated thirty-eight showed
increases in production over the previous month.

The agricultural situation is considered par-
ticularly good. Building is having the biggest
boom it has ever known and is carrying with
it many allied industries.

The department issued a warning against busi-
ness men practising "excesses" during the period
of prosperity, because they cause depression.

The coal and railroad strikes constitute the
only threat to better business, the Department
states.

The Brunswick Music Shop, 49 Tenth street,
Allentown, Pa., is the name of the latest addition
tc the music stores in that city. The Brunswick
line is handled exclusively.

A few years ago there was a small dealer in
a medium-sized town who believed in the power
of advertising and each year as his business
grew he made his advertising appropriation
larger. To-day he has a very large business.
The reason is obvious.

Study the

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CHARLES A. O'MALLEY, President

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July 15, 1922

THE TALKING MACHINE WORLD

131

The Aristocrat of All Radio Receiving Sets

Radio Phonolier

Awarded first prize for most meritorious Radio Novelty
exhibited at New York Radio Show, May, 1Q22

In reality the Radio Phonolier comprises the most perfect and compact 3-step
receiver including our new "ALL WAVE" coupler (with guaranteed wave
length of 150 to 3,000 meters) and loud speaker, all artfully yet artistically
embodied in the form of a beautiful table lamp, built entirely of copper.
Easily and accurately tuned and can be set for any desired wave length — then
all that is required is to connect the lead from the instrument to battery box —
just child's play. Functions equally well with indoor or outdoor aerial. The
indoor aerial is incorporated in the outfit, but if the use of outdoor aerial is
desired a dial on panel governs the change from one to the other. The base
(which conceals the loud speaker) is finished in bronze, silver or gold.

In appearance and efficiency it
surpasses any phonograph

Because — The first cost is the last!

No changing of records!

No additional records to buy!

Monotonous repetition is replaced by endless
variety of entertainment

For the Radio Phonolier is a permanent, yet ever changing record bringing in
the wonderful vocal and musical selections now being broadcasted all over
the country, CLEAR, SWEET, and LOUD, WITHOUT DISTORTION.

Easy to tune
Mistake- proof
Nothing to gel out of order
No technical knowledge required

The Radio Phonolier is a musical instrument to be proud of.

Now is the time to book up out of the forth-
coming production at a cost of $300 up —
less attractive discounts.

Capitol Phonolier
Corporation

54-60 Lafayette Street New York, N. Y.

132

THE TALKING MACHINE WORLD

July 15, 1922

I The Merchandising Possibilities of Radio in j
I the Talking Machine Field ::

llllllllllllilllllllllllliyilllllllllllllW

One of the most interesting talks on radio
that local talking machine dealers have been
privileged to listen to was that delivered at a
recent meeting of The Talking Machine Men,
Inc., by Raymond Francis Yates, radio editor
of The Evening Mail, in New York, who offered
some practical thoughts regarding the merchan-
dising of radio and the lines on which it might
be expected to develop.

After commenting upon the development of the
automobile, motion picture and the talking ma-
chine through various stages, from the time
when they were considered merely as fads to
a point where they became recognized commer-
cial successes, Mr. Yates emphasized the close
connection between radio and the talking ma-
chine and enlarged upon the field for a combi-
nation instrument including, in one cabinet, a talk-
ing machine and a radio receiving set.

The speaker made the point that the suc-
cess of the talking machine business and the
quantity sale of higher priced - machines came
when means were provided for selling better
class instruments on instalments. In this con-
nection he said:

"The radio industry must parallel the phono-
graph industry in this respect if it is to enjoy
the same prosperity. To-day radio instruments
cannot be bought on the time payment plan
simply because the manufacturers do not have
to sell them that wa3^. They have found enough
purchasers who are willing to pay cash. The
great majority of American homes will not
have the more expensive radio instruments until
the manufacturers co-operate with the dealers
in arranging more convenient payments.

Should Be Sold by Phonograph Dealers

"To-day radio instruments are being sold in
various kinds of establishments. We see them
in drug stores, hardware stores, electrical shops,
dry goods stores, phonograph shops and re-
cently I saw a display of instruments in the
show windows of a hat store. The electrical
industry claims that radio belongs in the elec-
trical shops, .but I am not inclined to accept
this view. I firmly believe that radio belongs
with the phonograph industry or at least it
should be sold by phonograph dealers. It would
seem that the general merchandising plan used
in the disposal of the more expensive radio re-

llllllllllilllllllllllllllfflllll^

ceivers that are about to be placed on the
market will be very similar to that used to-
day in the sale of phonographs. Then, too, we
must not forget that the radio, in its present
stage at least, is essentially an entertaining de-
vice as well as an educational one. Radio and
the phonograph must go hand in hand.

"With few exceptions, the radio receiving de-
vices that are on the market to-day are not in
the least ornamental. They do not harmonize
in any way with the furniture and surroundings
of even the most modest home. In general
they are encased in a plain cabinet with a num-
ber of unsightly knobs, dials and switches ar-
ranged on the panel. In the case of vacuum
tube receivers a storage battery, with all its

illll

mini

Illll

J Why the 7 allying ||

■ Machine Dealer Is Ad- [[
m mirably Equipped to ||
J Give Proper Attention |

■ to the Sales of Radio m

attending troubles, is necessary. How simple
it would be to place these radio receivers in a
cabinet with a phonograph and put this trouble-
some storage battery in the cellar with a plug re-
ceptacle on the baseboard. Radio receivers at
present are supplied with unsightly tin horns
when the perfectly designed wooden horn of
the phonograph could be arranged so that the
radio receiver could make use of it as well as
the phonograph mechanism. It does not take a
great deal of foresight to see that the radio
receiver as it stands to-day cannot take its
place in the American home as a substantial
piece of furniture. We all know that the phono-
graph, in its early days when all the mechan-
ism was exposed, had to meet a certain amount
of prejudice on the part of the purchaser. The

: By Raymond F. Yates j

Radio Editor, The Evening Mail m

lllllllilllllill!lllllllllllllllllll!HII!lllim
thing did not look ornamental enough. It did
not look like a piece of furniture.

"Another thing in favor of the phonograph
dealer are the facilities he has at his disposal for
patrons to listen to the phonograph or the radio
music. He already has in his place of business
a number of comfortable booths which may be
used for the sale of radio instruments as well
as for the sale of phonographs and phonograph
records.

The Question of Stock

"Most every phonograph dealer who con-
templates entering the radio field is confronted
with the question, 'What kind of instrument
shall I buy and who makes the best radio re-
ceivers? Shall I stock only finished receivers
or shall I include a supply of parts and acces-
sories?' In this respect radio is very much dif-
ferent than the phonograph industry'. Among
the radio enthusiasts we find a certain class
who like to fuss around with independent in-
struments. They would much sooner go out and
purchase a number of parts and assemble them
rather than purchase the finished instruments.
This class of buyers, however, is by no means in
the majority. Probably five per cent of those
who purchase radio instruments would care
to do this. However, it is true that many people
who buy instruments in this way do so not
because they are particularly interested in the
assembling of the receiver, but because they are
forced to do so as a matter of economy. The
volume of this part business will, no doubt, be
greatly reduced when the time comes that a
purchaser can buy an instrument on time pay-
ments. There w7ill then be no desire to pur-
chase parts on the part of those who cannot
afford a more elaborate assembled instrument.

"For the time being, at least, I would strongly
advise every radio dealer to stock a few spare
parts simply with the idea of building up a
patronage. A man buying apparatus to-day from
the dealer will, in the majority of cases, come
back to that dealer when he wishes to pur-
chase the finished receiver on the time-payment
plan. Of course, aside from these spare parts,
every dealer must be able to offer his customers
service in the way of battery vacuum tube re-
placements, crystals, telephones and the many

Vie '

ECLIPSE
MUSICAL Co

VICTOR WHOLESALE' ONLY

CLEVELAND
OHIO

SELLING VICTROLAS
IS A YEAR AROUND BUSINESS

The old idea that musical instruments
cannot be sold in the summer is a
fallacy worthy only of the passing gen-
eration of the trade. Everybody doesn't
leave town in the summer and those few
that do are back in a week to the com-
forts of home.

Living cost is lower in summer, there
is more money to spend and sales com-
petition is less.

The Victor has a style for every season
and every home.

Selling Victrolas is a Year Around Business

July 15, 1922

THE TALKING MACHINE WORLD

133

Emerson
Foreign Records

Foreigners are Good Customers
All Year 'Round

Do you know? EMERSON FOREIGN RECORDS

have proven a most profitable merchandise in the stores of

4000 DEALERS

Comprehensive Catalogues of steady selling records
are ready in the following languages:

JEWISH— GERMAN— ITALIAN
POLISH— RUSSIAN

NEW RECORDS JUST OUT

Write Us About Them Today and Cash In

Our efforts are being entirely concentrated upon the pro-
duction of Standard Records — Exclusive Merchandise
that has a 100% Sales Value at all times. This new
policy will include, Standard American (Vocal and In-
strumental), Operatic, Violin Solos, Instrumental Com-
binations, Sacred-Holy, Irish Ballads, Irish Instrumental,
Hawaiian and Foreign Records. The policy of concen-
tration will enable us to give Quality and Service.

EMERSON PHONOGRAPH CO.

206 FIFTH AVENUE NEW YORK CITY

SEVERAL TERRITORIES are open for Jobbing Franchises
We Invite Correspondence from Responsible Individuals or Firms

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134 THE TALKING MACHINE WORLD July is, 1922

Wow! Here's a bear cat! Edith Wilson and Johnny
Dunn's Original Jazz Hounds break loose in these
two "blues" for August.

Mammy, I'm Thinking of You."
"Take It 'Cause It's All Yours." A-3634.

Columbia Graphophone Co.

NEW YORK

THE SALES POSSIBILITIES OF RADIO

(Continued from page 132)

other necessary little knick-knacks that make up
a complete receiver.

"I approach the subject of crystal receivers
with no little reservation and with great cau-
tion. The crystal receiver is put in a very
uncertain position, not only on the account of
certain patented and legal matters, but from
the standpoint of its lasting power as a factor
in the field. With the crystal receiver headsets
are absolutely necessary and certainly those
people who can afford to spend the amount
necessary for a vacuum tube receiver do not
care to sit hour after hour with a pair of heavy
telephone receivers clamped to their aching ears.
I would advise phonograph dealers going into
the radio business to purchase this type of in-
strument with the greatest caution.

"The great demand for radio devices has
brought into the field a large number of oppor-
tunists and sharpers who are supplying appa-
ratus that cannot be manufactured fast enough
by the legitimate houses. As a result of this
unfortunate situation the market has been
flooded with apparatus of doubtful parentage.
In some instances deliberate attempts have been
made to hoodwink the buying public with fake
devices that function with the lowest efficiency.
This condition makes it very difficult for the
average phonograph dealer, who does not have
any technical knowledge of radio, to go out
in the open market and purchase a supply of
parts or assembled instruments that will stand
up and render efficient service.

"I firmly believe that the phonograph dealers
of New York City would do a very wise thing
if they established temporarily a central pur-
chasing office or at least enlisted the services
of an expert who could steer them clear of the
many pitfalls that are apparent. When a man
goes into a clothing store for a suit of clothes
he usually buys with some sense of value. But
not so with radio. Take a pair of headphones,
for instance. Many people buy them for ap-
pearance, but this is a mistake. In radio ap-

WATS 0 U T H ERffB^pE^C R E AT I r6

W the big c xirmr

pearance means little or nothing as far as
operating efficiency goes. It is the details of
construction and design that count.

"We now come to the question of technical
service in connection with the sale and in-
stallation of radio apparatus. When radio parts
are handled the services of a salesman who at
least has an elementary knowledge of radio are
necessary. If there is one phase of radio mer-
chandising that requires intelligent salesmanship
it is that of parts.

"A man with little or no knowledge of radio
may come into the store and ask for the parts
of a regeneratfve receiver. He does not know
himself exactly what he wants. The clerk or
salesman must think for him and help him to
purchase the right kind of instrument.

"Installation and maintenance service are an-
other thing that must be considered by the
radio dealer. I believe that every dealer should
offer free installation with outfits that sell be-
yond a certain price. In the average case an
outfit can be installed at a total cost of five
dollars for labor. This service strengthens the
bond between the purchaser and the dealer and
opens a way for future sales in the form of
vacuum tubes, batteries and other replacement
articles.

"In closing, let me repeat that I firmly be-
lieve that radio belongs to the phonograph
dealers since they are best qualified to handle
it. The phonograph industry was built up
through their patience, understanding and sense
of public service. The national sale of radio
receivers can be entrusted to them with every
assurance of complete success. However, let
it be understood that often less qualified agencies
are attempting to bring radio into their own
fold and if the phonograph dealers want to
enjoy their share of this business they will have
to go out and fight for it."

HOUSE FAVORS MILEAGE BOOKS

Passes Senate Measure Providing for Issuance of
Interchangeable Mileage Books or Scrip for
Use of Commercial Travelers

Washington, D. C, July 8. — The House of Rep-
resentatives recently passed the Senate Bill
authorizing the issuance by the railroads of an
interchangeable mileage book. The original bill
was amended, however, to permit the Interstate
Commerce Commission to determine whether
such books should be issued or whether the rail-
roads should place on sale scrip books. The
Commission will determine what form the books
will take and whether the charge per mile will
be lower than the regular tariff.

Various organizations of traveling men, par-
ticularly the National Council of Traveling
Salesmen's Association, of which the National
Piano Travelers' Association is a member, have
been fighting for special mileage books for many
months, advocating a rate of two and a half
cents per mile for bona fide commercial travelers.
The interchangeable mileage books will be a
boon to all members of the traveling fraternity.

SPRAGUE RADIO MODELS INTRODUCED

Prominent New York Manufacturers Make Im-
portant Announcement Regarding Plans for
the Talking Machine Trade — Strong Staff of
Experts Connected With This Company

A new concern manufacturing radio receiving
sets to market in the talking machine trade is the
Sprague Radio Corp., of New York, which is
manufacturing several models, both console and
upright, which are now being introduced in the
talking machine field. The personnel of this
company are well-known men in the radio en-
gineering field, their experience covering a period
of many years in radio sending as well as in
receiving. The company is credited with the
installation of more radio sending stations in the
United States Navy ships and merchant marine
than any other company in this country. This
phase of the business has been established for
many years past, and extensive experiments
have been conducted to the end of manufactur-
ing a receiving set that will be of the same high
caliber as the other products, mainly the sending
stations which the company has manufactured
heretofore.

The first models to be introduced to the trade
are to retail from $125 up, depending on the
quality of the cabinets and also the number of
units with which they will be equipped. It is
the plan of the company to market these radio
receiving sets direct to the retailer and to give
him a discount large enough to enable him to
carry a representative stock and also to market
it to the consumer at a profit large enough to
insure the dealer a stable business.

The officers of the company are: C. W.
Sprague, president; Harry E. Sherwin, vice-pres-
ident and general manager; A. W. Duckett, sec-
retary and treasurer. Well-appointed offices have
been opened at 342 Madison avenue, New York
City, and the manufacturing is being done in one
of the most modern and best-equipped factories
in this country, located in Portchester, N. Y.,
which insures facilities for extensive experiments
and room to insure a maximum production and
a prompt delivery of all orders. W. H. Knowles,
well known in radio engineering circles, is in
charge of the factory. He has with him engineers
who enjoy a wide reputation as experts in radio
engineering circles, such as Harry Shoomaker
and Geo. Farrand, who were for many years con-
nected with the radio wizard Marconi in the
capacity of consulting engineers, and who also
conducted practical experiments and installa-
tions of radio sending and receiving stations all
over the world. Another engineer of note con-
nected with the factory is William Mclntyre,
who has had a wide experience in radio re-
ceiving.

Mr. Sherwin, general manager of the com-
pany, is leaving New York this week for a two
months' trip which will take him as far West as
the Coast and back again. This trip is for the
purpose of visiting retail trade throughout the
country and introducing Sprague radio products
to the talking machine dealer in each city.

July 15, 1922

THE TALKING MACHINE WORLD

135

THREE (3) MILLION DOLLARS

Spent in

RECORDING

Now Offered For Sale

in the form of MOTHER MATRICES lO, 12 and 7 inch

A Rare Opportunity for those who are now manufacturing and those
who contemplate to manufacture or press 1 0, 1 2 and 7 inch Records
with their own label and trademark.

Records of proven Distinctiveness for compiling a Variety Catalog. This
diversified Repertoire consists of the following selections:

1200 American Ballads and Dance Selections
(Standards)

50 Rube and Hebrew Dialogues (Comic)

50 Marches — Military Bands and Orchestras

75 Negro Dialect and Blue Songs

35 Instrumental Combinations
100 Church Hymns — Holy Songs

75 Violin, Piano and 'Cello Solos

50 Hawaiian — Ukulele and Guitar

50 Operatic Arias
400 Hebrew-Jewish

70 German
300 Italian (Neapolitan and Sicilian)

90 Polish

12 Russian

Sales Price of Mother Matrices About Vioth of Our Actual Expenditure
NOW IS THE TIME FOR YOUR OWN LABEL RECORD

Write for any list that is of interest to you

APEX RECORDING LABORATORY

1126 Broadway New York, N. Y.

136

THE TALKING MACHINE WORLD

July 15, 1922

OH YOU GOLFERS!

AT LAST A "GOLF SONG'

A REAL "SPORTSONG"

The 19th Hole

A SONG THE "GANG" WILL SING AND ENJOY

IT'S FUNNY— OF COURSE

READY SOON FOR RECORDS AND ROLLS— WATCH FOR IT

"You Can't Go Wrong With Any 'Feist Song'."

MUSIC WILL DOMINATE PAGEANT

Publicity Director of Forthcoming Chicago
Event Details Musical Features of Great
Municipal Week Which Opens July 29

Chicago, III., July 10. — Elaborate preparations
are being made for the provision of music dur-
ing the great Pageant of Progress which will
begin on Chicago's Municipal Pier on July 29
and last until August 14. Questioned as to the
musical events which are scheduled to take place,
John F. Delaney, director of publicity, said:

"With a civic music association of rare ability
and indomitable energy, with the most demo-
cratic grand opera in the world and with the
great symphony orchestra, child of the late
Theodore Thomas, as three of its principal mu-
sical assets, music will receive marked recogni-
tion at the Pageant of Progress Exposition,
which opens in Chicago on the Municipal Pier,
July 29, to continue until August 14. The bands
of Chicago, adult and juvenile, will lend their
aid to the harmony of the seventeen days. There
will be music from the great Deagan chimes to
be set up at the entrance to the pier; there will
be the great organ from Northwestern Univer-
sity and scores of choruses, ranging in size from
the official Pageant chorus of 250 voices to the
3,500 in the singing organization of the colored
people of the city.

"Removing the organ from Northwestern Uni-
versity to Congress Hall on the pier where the
musical programs are to be given is a task of
interest to builders and manufacturers of musi-
cal instruments. The magnitude of the work
may be gauged when it is remembered that
every pipe, section and cross section must have
individual attention, both in the dismantling
and in the setting up. When placed in position
on the pier the whole great instrument will have
to be revoiced.

"Singing of the colored chorus from barges
anchored off the pier is expected to be one of
the most delightful features of the Pageant. The
plaintive lullabies and folk songs of the old
South will take on new beauties as they float
across the lake.

"Another organization expected to attract at-
tention is the 'President's Own Chorus,' of
Mooseheart, 111., the national home of the Loyal
Order of Moose. This chorus, consisting of
1,000 voices, is being trained for the Mooseheart
Pageant which President Harding will attend.
It will be brought to the Pageant here on Moose
Day, August 12, with the Mooseheart band of
one hundred players, considered one of the fiaest
juvenile organizations in the country.

"Other choruses will be from the Italian and
German singing societies of Chicago, each of
approximately 2,000 voices, and another com-
posed of singers from the more than 5,000
church choirs of the city.

"The story of the evolution of music from the
most primitive of instruments down to the pres-
ent day will be told in exhibits by leading manu-
facturers of the country.

"Among the firms that have taken space for
the exposition are: Lyon & Healy, the Steger
& Sons Piano Mfg. Co., M. Schulz Co., Starr
Piano Co., Samuel C. Osborne Mfg. Co., Martin
Rand Instrument Co., Ludwig & Ludwig, Chi-
cago Conn Co., Gulbransen-Dickinson Co. and
George C. Diver."

plans of the Cabinet & Accessories Co. an in-
tensive sales campaign will be inaugurated in a
few days featuring the distinctive qualities of
the Swanson. R. W. Moon, general manager of
the Swanson Sales Co., who has been visiting
New York the past few weeks, closed this deal
with Mr. Goldsmith, and a good-sized shipment
is now en route to New York.

APPOINTED SWANSON JOBBER

Cabinet & Accessories Co. Will Distribute New
Portable — Active Sales Campaign Under Way

The Cabinet & Accessories Co., New York
(Otto Goldsmith, president), announced this
week that it has been appointed a jobber for
the Swanson Sales Co., which is the exclusive
agent for the Swanson portable phonograph.
The Cabinet & Accessories Co. will represent
this portable in the metropolitan district and
Mr. Goldsmith is keenly enthusiastic regarding
the merits of this instrument. According to the

NEW MATHUSHEK MANAGER

The Mathushek & Sons Piano Co. announces
that Howard Weber has been appointed general
manager of the retail stores of that company,
with headquarters at 37 West Thirty-seventh
street, New York.

Alexander Rosansky, well known to the met-
ropolitan music trade, has been made general
sales manager for Saul Birns, 111 Second av-
enue, dealer in pianos, talking machines, rec-
ords, etc.

HOW ABRAHAM & STRAUS ARE ADVERTISING THE SONORA

Abraham-Straus

Store Hours: 9 to 5:30 BROOKLYN Telephone Main 6100

Presenting

Some of the newest models of the famous

INC

The Highest Class
Talking Machine
in the World.

V^pr,— THE IN5TRUntN I Ur QUA LI I

Baby Grand
$200

The popular bulge model,
beautiful and distinctive, with
exclusive Sonora features.

Imperial
$150

A simple and handsome up-
right style, remarkable in value.

f^yt^y CLEAR AS A BELL

The Phonograph which icon highest score for tone quality at the
Panama-Pacific Exposition

IT was our pleasure some months ago to add the Sonora line to
the vast stock of highest quality merchandise which this store has
built up in its years of service to the public.
For many years it has been the custom of Abraham & Straus to
search the markets of the world for the best merchandise obtainable
in every class.

In the case of the Sonora, both the steadily increasing demand for
this superb instrument and our conviction that it stands among the
highest achievements in phonograph making, led to its adoption.

The Sonora has won world-wide fame for its clarity and beauty
of tone. We offer these instruments in the confidence that they will
bring life-long pride and satisfact'on to every purchaser. A wide
selection of magnificent period and upright models is now on our
floors, inviting your examination. These new models embody the
latest exclusive improvements in tone quality and construction.

^Prices, $50 and Upward

Terms may be arranged according to your convenience.

Queen Anne
$250

A new period model, with Ih«
laiest Sonora improvements In
rone qualify and cabinet design.

The Sonora Portable
$50

Combining the tone for which
Sonora is famous with the ut-
most compactness. Carries 18
.records in its own case Beau-
tifully bound in calfskin.

A graceful and dignified model
n the exquisite style of Hepplc-

July 15, 1922

THE TALKING MACHINE WORLD

137

Pablo Casals, than whom there is no greater cellist,
has given us in "Would God I Were the Tender
Apple Blossom" a tone poem that is marvelous in its
beauty. No collection of records is complete without
a lew good cello selections. You'll go far before
you'll find the equal of 80159.

Columbia Graphophone Co

NEW YORK

IN PITTSB URGH

Healthy Trend to Trade — Spear & Co. Managers Appointed — Ma-
chine and Record Shortage Probable — Other News of Interest

Marx spent their honeymoon at Chautauqua
Lake and are now at home in Wilkinsburg, Pa.

Kaufmann's Department Stores, Inc., had a
week's demonstration in their auditorium for
Wallace reducing records and this demonstra-
tion produced splendid results.

Pittsburgh, Pa., July 10.— Talking machine sales
during the past month, while by no means brisk,
have shown a very healthy trend, and there is
every indication that the bottom of the econom-
ic depression has been passed in this section and
that the talking machine trade is approaching a
better buying season. A decidedly optimistic
note is found among dealers and jobbers in all
lines and a moderately busy season is antici-
pated the coming Fall and Winter.

It was announced recently that L. Weinberg,
who has had charge of the Victrola department
of Spear & Co., and Fred Johnson, of the John-
son Music Co., East Liberty, would assume
charge of Spear & Co.'s new East Liberty furni-
ture house at the corner of Broad street and
Collins avenue. Mr. Weinberg will serve as
manager of the new store, while Mr. Johnson
will have charge of the finances. R. R. Myers,
formerly associated with the C. C. Mellor Co.,
has been appointed manager of the Victrola
department of Spear & Co.'s downtown store,
which position he has already assumed. Mrs.
Johnson will take Mr. Johnson's place in charge
of the Johnson Music Co.'s store at Pennsyl-
vania avenue, East Liberty.

T. T. Evans, of the C. C. Mellor Co., Victor
wholesaler, states that there is no doubt in his
mind but that there will be a decided shortage
of Victor products during the months of No-
vember, December and January. Mr. Evans
believes this is due to the fact that the dealers
are working on skeleton stocks at this time,
with the idea in mind that the jobbers will
carry the stocks until they are ready to sell
them.

J. C. Roush, president of the Standard Talking
Machine Co., Victor wholesaler, spent a few
days in the East, visiting the Victor factory
and calling upon some of the jobbers nearby.
Among the recent callers at the Standard offices
were Arthur A. Trostler, secretary of the
Schmelzer Co., Kansas City, Mo., and the newly
elected president of the National Association of
Talking Machine Jobbers; Rayburn Clark Smith,
president of the Unit Construction Co., Phila-
delphia, and Gus Hellman, of the Yahrling-Ray-
ner Music Co., Youngstown, O.

Edward John Fox Marx, local representative
of the Victor Co., was married recently to Miss
Edith Habbe, daughter of Mr. and Mrs. John
Frederick Habbe, of Indianapolis. Mr. and Mrs.

NEW OUTING JOBBERS APPOINTED

Bristol & Barber Added to List of Outing Job-
bers— Factory Now Working to Capacity

The Outing Talking Machine Co., Mount i
Kisco, N. Y., has closed a number of important
deals whereby well-known concerns in different
parts of the country will act as distributors for
this popular portable, among these new jobbers
being the Grafonola Co. of New England, Bos-
ton, Mass., and Bristol & Barber, New York.
Both of these companies have attained unusual
success in their respective territories, and Bris-
tol & Barber have been successful in placing
the Outing in a number of the leading retail
stores in Greater New York.

A. J. Cote, president of the Outing Talking
Machine Co., states that the demand for the
Outing portable has far exceeded all expecta-
tions and the factory is working to capacity to
give the jobbers and dealers efficient service.
At the present time the Outing is being dis-
tributed in practically all of the leading trade
centers and, without exception, these jobbers are
enthusiastic regarding the sales value of this
portable. They say it has made a most favorable
impression.

SHOW JEWETT RADIO PHONOGRAPH

A. A. Fair Visits New York to Show New Jewett
Product — Trade Enthusiastic Regarding In-
struments— Jobbers Now Being Appointed

A. A. Fair, sales manager of the Jewett Phono-
graph Co., Detroit, was a visitor to New York
recently, accompanied by E. Trowbridge, radio
expert, who is associated with the company's
radio division. Mr. Fair brought with him sev-
eral models of the new Jewett combination radio
phonograph, which has attracted wide attention
throughout the country.

While here Mr. Fair was visited by a number
of prominent distributors who evinced keen in-
terest in the combination Jewett radio-phono-
graph, and negotiations were strated for the dis-
tribution of these instruments in important ter-
ritories. In all probability these deals will
be closed in the course of the next few weeks
and Mr. Fair is delighted with the reception
accorded the new product.

In a chat with The World Mr. Fair stated
that the announcement used by the company
in the June issue of The World featuring the
new Jewett combination instrument had pro-
duced a great many inquiries from prominent
concerns in all sections of the country. These
inquiries are being given careful attention and
it is interesting to note that at the present time
the Jewett factory is working to capacity to
produce sufficient Jewett phonographs to keep
pace with the demands of the trade.

TONE TELLS

SOUND SELLS

The ORANOLA

Reg. U. S. Pat. Office

"The Perfect Talking Machine"

The Perfection Talking Machine Co., well-known as the manufacturer of
the Oranola (the perfect talking machine) announces an addition to its line
of instruments. ;

A RADIO CONSOLE

A combination talking machine and radio cabinet, completely equipped,
upon which patents are now pending, at present being marketed in console
type of cabinet, especially designed for its purposes.

The officers of the company have been identified with the talking ma-
chine industry since its inception, and assure the trade of the highest possible
quality of workmanship, both in cabinet work and equipment.

A particularly inviting opportunity awaits jobbers and dealers,
territory. Act at once.

Excl

usive

PERFECTION TALKING MACHINE CO., Inc.

228 SEVENTH AVE.
NEW YORK CITY

138

THE TALKING MACHINE WORLD

July 15, 1922

FAMOUS VOICES RESURRECTED

Old Edison Recordings by Famous Men Brought
to Light in England — Will Be Brought to
United States by C. R. Johnstone, General
Manager of Bell Recording Corp.

Phonograph records of the voices of famous
men, taken more than thirty years ago by one
of the first Edison machines sent to England,
and buried since that time in the dust of a
London warehouse, are to be resurrected and
brought to this country late this Summer by
Charles R. Johnstone, an English phonograph
expert, who made many of the records, and is
now general manager of the new Bell Recording
Corp., at 9 East Forty-seventh street, New York
City.

Among the old cylinders are records of some
of the most famous voices of the latter part of
the nineteenth century, including P. T. Barnum,
Lord Tennyson, Florence Nightingale, William
E. Gladstone, Robert Browning, Thomas Bailey
Aldrich and Prince Louis Napoleon. They were
the first records taken in what was intended to
be a great "library of voices," to comprise the
human utterances of the noted men in all
countries.

Few persons knew of the existence of these
records, and early this year, when Professor A.
J. Armstrong, of Baylor University at Waco,
Texas, undertook to find the old Tennyson rec-
ords the search for the men who knew some-
thing about them took several months of his
time. Finally he found Mr. Johnstone, the owner
of the records, through the assistance of Freder-
ick Kenyon, of the British Museum.

That search for the Tennyson records by the
professor in the Texas University brought to
the mind of Mr. Johnstone the idea that the old
and dusty records might have great interest for
the present generation, and he decided to dig
them up in the London warehouse and make
some duplicates for use in this country and
England.

The finest record of the group, according to
Mr. Johnstone, is that of the voice of P. T.
Barnum, made while the famous American show-
man had his "greatest show on earth" in London
for a long appearance.

The record of the wonderfully musical voice
of Mr. Gladstone was taken at a party at his
house. He had sent for the new machine to
show his guests the mechanical marvel, and at
the end of the entertainment the demonstrator
asked him if he would like to speak a few words
into the horn. Then, in a strong voice, Glad-
stone spoke into the recording apparatus a short
address to Thomas A. Edison, thanking him for
his great invention and praising its value.

Florence Nightingale, England's great nurse,
spoke into the horn a few words about the
suffering of the soldiers in the Crimea, with a
plea for sympathy and help for the wounded.

Speaking of the possible commercial value
of the records, Mr. Johnstone said he thought
he could make copies of these old master rec-
ords, which are cylinders, and then put the
hew masters through the modern process of
record-making, so that they could be sold at
low prices to schools, colleges, museums or
others who wanted them.

JOINS PEARSALL SALES STAFF

Thomas F. Green, president of the Silas E.
Pearsall Co., Victor wholesaler, announced this
week the appointment of C. A. True as a member
of the company's sales staff. Mr. True was man-
ager of the talking machine department of L.
Bamberger & Co., Newark, N. J., for many
years and has a splendid record.

Andrew Haug, well known in talking machine
manufacturing circles, passed away recently at
his home, 2659 Nina street, Lamanda Park, Cal.,
at the age of 53 years. Mr. Haug was formerly
associated with the Columbia Graphophone Co.,
Thomas A. Edison, Inc., at Orange, N. J., and
the American Phonograph Co., as factory man-
ager.

INVALUABLE

Here is the handbook of the talking machine
industry for which you have long been
waiting. It is a directory you can keep
on your desk to give you, in an instant, de-
tailed knowledge about this and that com-
pany, which would otherwise consume much
of your time to secure.

ONLY 50 CENTS

For instance, it will give you a complete
up-to-date list of the manufacturers and
jobbers who comprise the talking machine
industry, including invaluable data about
each concern, such as location of factories,
names of officers, location of branch offices,
trade names controlled, policy of marketing
product, etc., etc.

ONLY 50 CENTS

Also it will give you a full, up-to-date list
of the manufacturers who make any given
class of product, such as talking machines,
records, parts, accessories, store equipment,
etc.

ONLY 50 CENTS

This book contains the kind of data about
each concern which cannot be put into the
company's current advertising for lack of
space and which is nevertheless a kind of
data that is valuable from your standpoint.

ONLY 50 CENTS

This volume also contains a number of
pertinent articles on highly important topics
and much other material too extensive to
enumerate here in detail.

ONLY 50 CENTS

It is the only book of its kind ever pub-
lished and is a volume which no enterprising
member of the industry, can fairly afford to
do without. It has been produced by the
publishers of The Talking Machine World.

USE THIS
COUPON NOW

Send Cash, Stamps or Check

EDWARD LYMAN BILL, Inc.,
373 Fourth Ave., New York City.

Gentlemen :

Please send me postage prepaid a copy of the
1922 edition of The Talking Machine World Trade
Directory, in payment for which I enclose 50 cents.

Name

Firm

Street

City and State.

JOINS EIGHT VICTOR ARTISTS

Rudy Wiedoeft, Well-known Saxophonist, Joins
This Organization — Prominent in Musical
Circles Everywhere — A Valuable Addition

P. W. Simon, manager of the Eight Famous
Victor Artists, announced this week that Rudy
Wiedoeft, one of the foremost saxophonists in -
America, would join this well-known organiza-
tion for the 1922-1923 season. Mr. Wiedoeft has
appeared as a vaudeville headliner and as the
director of well-known dance organizations in all
parts of the country, and he is recognized gen-
erally as one of the greatest saxophonists who
have ever appeared before the public. His records
have attained exceptional success and he will be
a welcome addition to the Eight Famous Victor
Artists.

Owing to the fact that his plans for the com-
ing season necessitate his stay in New 'York
almost continuously Fred Van Eps, the popular
banjoist, who has heretofore appeared with the
Eight Famous Victor Artists, will not play with
this organization during the 1922-1923 season.

ANOTHER NEW TALKING MOVIE

Remarkable Claims for Invention of Prof. Tyko-
ciner, on Which He Has Long Been Working

Champaign, III., July 11. — After more than
twenty years of research Prof. Tykocinski Tyko-
ciner, Polish instructor employed by the experi-
ment station of the State University, declares
he has invented a method of making talking
movies that will work.

By the unique method Prof. Tykociner has
perfected it will be possible to photograph act-
ing, the speech of the actors, all noises of nature,
such as the wind and the ringing of bells and
creaking of doors. Prof. Tykociner believes
that this will develop a new art in the movies
and that the film industry may be revolution-
ized.

Prof. Tykociner photographs variations in a
manometric flame resulting from sound waves
produced by speech at the same time that he
photographs the subject. He then photographs
these waves by means of a mercury vapor lamp
invented by himself for the experiment. The
developed negative shows the subject on one
side of the film and the sound waves running in
a steady line on the opposite side.

When a light is thrown through this film «n
the wave side and concentrated on a photo-
electric cell, an electric current, varying with
the volume of light, is set up. The current is
amplified many times and run through a loud-
speaking phone. The natural voice may then be
reproduced distinctly.

S0N0RA DANCERS WIN HONORS

The sales department of the Sonora Phono-
graph Co., New York, received recently from
W. H. Schermly, Sonora dealer at Durand, Wis.,

First Prize for Sonora Dancers

the photograph shown herewith, representing
the Sonora dancing girls who took the first prize
at the recent Firemen's masquerade ball held
in Durand. The girls in their clever costumes
danced to the music of a Sonora portable and
the judges were unanimous in giving them first
honors.

July 15, 1922

THE TALKING MACHINE WORLD

139

WORLD'S CLASSIFIED ADVERTISING

Any member of the trade may forward to this office a "Situation" advertisement
intended for this Department to occupy a space of four lines, agate measure, and it will
be inserted free. Replies will also be forwarded without cost. Additional space will
be at the rate of 25c. per line. If bold faced type is desired the cost of same will be
25c. per line. Rates for all other classes of advertising on application.

WANTED — Young man with knowledge of
phonograph trade, to operate as traveling sales
and service representative. Some experience in
selling to phonograph jobbers and dealers de-
sired. Character references required. Fine pros-
pects for advancement with long established
firm now manufacturing new line of equipment
for the phonograph trade. Write describing edu-
cation and experience, stating age and salary
desired. Address "Box 1165," care of The
Talking Machine World, 373 Fourth Ave., New
York, N. Y.

WANTED — By an old-established mid-West
manufacturer of pianos, players, phonographs and
records, wholesale salesman for New York and
surrounding territory. Must know the Metro-
politan trade and be a hustler. We sell on con-
signment and straight sale. Good opportunity
for one who can produce. Address "Box 1167,"
care of The Talking Machine World, 373 Fourth
Ave., New York, N. Y.

POSITION WANTED— Young man, gradu-
ate, leading musical institute. Specialist in or-
chestration, harmony, tone quality, and expert
accompanist. Wants connection with a labora-
tory interested in improving the musical value
of their product. Address "Box 1168," care of
The Talking Machine World, 373 Fourth Ave.,
New York, N. Y.

POSITION WANTED — Experienced and
capable man wants position as manager or assist-
ant to manager of radio or phonograph depart-
ment. Seven years' experience. Address "Box
1170," care of The Talking Machine World, 373
Fourth Ave., New York, N. Y.

POSITION WANTED — Technical phono-
graph laboratory man with 17 years' experience.
Can handle work from recording to finished
stamper or backed up matrix. Capable of in-
stalling and superintending. Wishes interview.
Address "Box 1171," care of The Talking Ma-
chine World, 373 Fourth Ave., New York, N. Y.

SALESMAN— We have certain territories
open for live salesman wishing a good, profit-
able side line— Selling musical instruments and
phonograph supplies. Illinois Musical Supply
Co., 630 South Wabash Ave., Chicago, 111.

POSITION WANTED — Experienced talking mach'ne
man now engaged as manager of large distributing h-mse
desires connection possessing larger possible future. Ad 1-e-s
"Box 1163," care The Talking Machine World, 373 Fourth
Ave., New York, N. Y.

POSITION WANTED— Young man desires position in
music line. Has had several years' experience on the inside
and on the road. Address H. Berman, 1243 South Spau'.din?
Ave., Chicago, 111.

POSITION WANTED — Phonograph record salesman; 7
years' experience; wholesale and retail Address 'Box
1164" care The Talking Machine World, 373 Fourth Ave.,
New York, N. Y.

POSITION WANTED — A high-class experienced reta'l
store manager, record stock expert. Can handle everv de-
tail of store. Executive ability of highest reference. Open
for high class position August 1. Will go anywhere, but
prefer the Eastern states. Address "Box 1169, care The
Talking Machine World, 373 Fourth Ave., New York, \.

CASH

for any amount of talking machine
records. Address

Chicago Phonograph Realization

315 Union Park Court
CHICAGO, ILL.

SPRINGS

VICTOR

Ii4"x.022xl8' 6" marine ends

I%"x.022xl7' marine ends

I%"x.022xl7' bent arbor

I%"x.022xl3' bent arbor

l%"x. 022x9' bent arbor

I%"x.022x9', bent each end..

l"x. 020x13' 6" marine ends

I"x.020xl5' marine ends

I"x.020xl5' bent arbor

I"x.020xl5', bent each end

%"x. 020x9' marine ends

COLUMBIA

l"x.028xl0' Universal

l"x.02Sxll' Universal

l"x.030xll' hook ends

HEINEMAN

l"x.025xl2' motors No.

1 3/16"x. 026x19', also Pathe

1 3/16"x.026xl7'

MEISSELBACH

%"xl0' motors No

l"x9' motors No.

I"xl6' motors No. 16,

No. 3014 $.58
No. 3014 .55
No. 5362
No. 5423
No. 5427
No. 6546
No. 2141
No. 3335
No. 5394
No. 6546
No. 98S

57
.50
.42
.42
.32
.35
.38
.43
.29

No. 2951 .32
No. 2951 .34
45

33 & 77 .32

...No. 4 .59

9 & 10 .29
11 & 12 .29
17 & 19 .49

SAAL-SILVERTONE

l"x.027xl0\ rectangular hole No. 144 .42

l"x.027xl3', rectangular hole No. 145 .48

l"x.027xl6', rectangular hole No. 146 .58

BRUNSWICK
l"x.025xl2', rect'glar hole, regular. .. No. 201 .45
l"x. 025x18', rect'glar hole, regular. .. No. 401 .65

l"x.025xl6\ rect'glar hole 58

EDISON DISC

1t4"x.02Sx25', regular size disc motors 1.47

l"x.032xll'. Standard 55

15/16", Home 70

SMALL MOTORS

%"x. 023x10'. marine ends, Hein. Col., etc 29

9i"x.O25xl0', marine ends, Hein. Col., etc 27

%"x.020x9', marine ends 21

%"x.020x9', marine ends 18

Victor Gov. springs, No. 1729 per 100 .95

Victor Gov. spring screws, No. 3304.. per 100 .92

Victor Gov. balls, n/style, No. 3302 each .07

Victor Gov. spring screw washer, No. 3066,

per 100 .72
Columbia Gov. springs, Univ., No. 3510,

per 100 .95

Columbia Gov. spring screws. No. 439. per 100 .92
Columbia Gov. spring screw washers. per 100 .72
Columbia Gov. ball, lead, flat and spring... .08
Columbia Gov. ball, steel, new style and

spring OS

Turntable felts, all wool, green, 10", round. .15
Turntable felts, all wool, green, 12", round. .18
Terms 2% cash with order. Free delivery in
New York City on all orders of $25.

TALKING MACHINE SUPPLY CO., PARK RI0GE1J.

FOR SALE

Music store in Jersey City. Good location, busy
transient trade. Agencies for standard makes of
phonographs and records. No dead stock. Won-
derful opportunity for right man. Address "Box
1173," care The Talking Machine World, 373 Fourth
Ave., New York, N. Y.

Phonograph Booths for Sale

Two Unit Construction Co., sound-proof rooms, 6x9
feet, three record racks, two panel ends, one No. 1
counter, 9- foot arch cornice, 1 extra pane!, ivory
finish. A complete equipment for phonograph de-
partment. Practically new, cost $1,128; will sell
crated for shipment for $750. W:rite Gilmore
Bros., Kalamazoo, Mich.

FOR SALE

Want to sell my long-established music and sta-
tionery store in busy Wisconsin farming and factory
town of 5,000; exclusive Victor agency. Address
"Wisconsin," care The Talking Machine World.
373 Fourth Ave., New York, N. Y.

FOR SALE

Record, rack, counter and sound-proof booths for
sale. Booths are 6x8 and 8x9, finished in white
enamel; double glass. A bargain. Address "Box
1166," care The Talking Machine World, 373 Fourth
Ave., New York, N. Y.

WANTED

Dealers and distributors in every State to
sell "Outing Talking Machines," retailing at
$35. The pioneer and the best. Outing Talk-
ing Machine Co., Inc., Mt. Kisco, N. Y.

BUSINESS OPPORTUNITY

To buy interest in or obtain on royalty
basis, manufacture of U-PIa-M record
player, as advertised in June Talking
Machine World.

U-Pla-M Record Co.

156 East 43rd St.,
New York, N. Y.

FOR SALE

1 00 Very High Grade Mahogany
Finished Talking Machines. Fully
equipped with best motors and Uni-
versal tone arms. Will sacrifice these
instruments at an exceptionally low
price if taken at once.

CHICAGO PHONOGRAPH
REALIZATION
315 Union Park Court
Chicago HI.

WANTED

We are looking for a man who has es-
tablished relations with the important
phonograph manufacturers and who
could secure large orders on mica
diaphragms for gramophones. Address
"Box 1172," care The Talking Machine
World, 373 Fourth Ave., New York,
N. Y.

Second-hand Magnavoxes Wanted

We pay the best cash prices for second-
hand Magnavoxes. Send description of
your machine and we will make offer.
Warnax Mfg. Co., 346 Canal St., New
York, N. Y.

WANTED

Dealers and distributors in every State to
sell the So-ave-tone line of talking ma-
chines. The machine with a personality.
The J. K. Mohler Co., Ephrata, Pa.

Cash

For any amount of talking
machine records.

BARNEY OLSHANSKY

315 Union Park Court
Chicago, 111.

BOOTHS FOR SALE

Booths (6) for phonograph store. Made by Jyo-
strom, Philadelphia (in white enamel), cost $3,000,
price $350.00 F.O.B. Philadelphia. Fred A. Brown,
203 W. Allegheny Ave., Philadelphia, Pa.

(Continued on page 140)

FOR SALE

High-grade phonograph panels and mouldings
in K. D. form, mitered and drilled for dowels.
Gum and Quartered Oak. Will sell lot of
200 at sacrifice. Address V. M. Cottle, Wau-
kegan, 111.

140

THE TALKING MACHINE WORLD

July 15, 1922

THE TALKING MACHINE WORLD'S CLASSIFIED ADVERTISING — (Continued from page 139)

FOR SALE OR RENT

PHONOGRAPH
Recording Laboratory

Completely equipped for all classes spe-
cial and regular commercial work. Es-
tablished trade. Address inquiries, "Rec-
ording Laboratory," care The Talking
Machine World, 373 Fourth Ave., New
York, N. Y.

For Sale

200,000 Standard Make Phonograph
Records. Wide Variety of selections.

CHICAGO PHONOGRAPH
REALIZATION

315 Union Park Court, Chicago, HI.

FOR SALE

Splendid music store in southern California city
of 15,000. Only exclusive music store in town.
Carries a fine line of pianos and has the only Vic-
tro'a agency in the city. Forced to sell because of
ill health. A wonderful opportunity for a live man.
Can be handled for $8,000 to $15,000. Address
"Box 1174," care The Talking Machine World,
373 Fourth Ave.. New York, N. Y.

FOR SALE

Music house, well established for 14 years in a large
middle West city. Pianos and Victor and Bruns-
wick Depts. High-class clientele. Good reason for
selling. All cash preferred, but terms to reliable
party, or parties. Address "Box 1161," care The
Talking Machine World, 373 Fourth Ave New
York, N. Y.

BUSINESS OPPORTUNITY

WANTED — Salesmen to sell a line of metal name-
plates to talking machine dealers and manufacturers
Big profits. No bulky samples. Commission paid
on receipt of orders. Can be handled in connection
with any line. Write for our proposition to-day
Fogarty Manufacturing Co., Dayton, O.

Phonograph and Music Dealers

Victor compound is a real money maker of quality
for the progressive dealer. An easy seller and
sure repeater. Nothing like it on the market. Free
sample and full information to established dealers.
Address Victor Chemical Co., Box 195, Battle
Creek, Mich.

CARVED LEGS

Eight designs in gum, oak and ma-
hogany. Prices reduced. Send for cir-
cular. Klise Mfg. Co., Grand Rapids,
Mich.

Recording Laboratory For Sale

Recording machine, shaving machine, wax, lateral
recording heads, motors, etc., etc. Perfect condition.
May be seen in operation. Complete, without plating,
$500, or best offer. Opportunity for party desiring
to make lateral disc records. Address "Box 1175,"
care The Talking Machine World, 373 Fourth Ave.,
New York, N. Y.

RECENT TALKING MACHINE EXPORTS

Exports of Machines and Records in April An-
nounced by the Department of Commerce

Exports of phonographs and records now
amount to more than a quarter of a million dol-
lars a month, according to figures which have
just been made public by the Department of Com-
merce, showing our export trade in April. The
department reports that 4,406 phonographs, val-
ued at $154,891, and 196,750 records, valued at
$101,912, were exported during the month.

Our most important market for phonographs is
Canada, whose imports in April amounted to
1,317 machines with a value of $50,486. Japan was
the next most important market, taking 986 ma-
chines with a value of $30,834, and Mexico was
third with 382, valued at $13,754. Mexico, how-
ever, was our most important market for records,
taking 26,743, valued at $12,528, while Argentina
was second with 19,156, valued at $11,346. Other
large exportations were 26,669, valued at $10,732,
to Australia, and 13,826, with a value of $10,-
379, to Chile.

FEATURE COLUMBIA RECORD

Detroit Music Co. Makes Attractive Display of
"Smilin' Through"

Detroit, Mich., July 6. — The Detroit Music Co.,
of this city, recently featured an effective window
display in connection with the Columbia record,
"Smilin' Through." In this window placards
were presented calling attention to the fact that
this well-known motion picture is being shown
at the local theatres and also mentioned that the
Columbia record may be purchased at that es-
tablishment. Columbia dealers throughout the
country have been featuring this record by Oscar
Seagle, which is proving very popular.

FOR SALE

Genuine Pathe sapphire needles. 12 cents each
for cash. The Pathe Shop, 228 West Grand
River Ave., Detroit, Mich.

FOR SALE

Several thousand standard make records, late
numbers, also sacred, instrumental standard
numbers, etc., at thirty-five cents each. Send
for catalog. Central Phonograph Co., 127
N. 11th St., Philadelphia, Pa.

PIANO
BOOKS

THE Edward Lyman Bill, Inc., technical library represents
the only books written in English for the men who consti-
tute the piano and player-piano industry of the United States.
Each book covers its respective subject clearly and completely.
Each volume is the standard work of its particular field. Every
one of these books should be in the hands of every progressive
man who wants to help keep the American piano industry the
world's leader, both from an artistic and commercial standpoint.

Modern Piano Tuning

A very comprehensive book covering principles and prac-
tices of tuning, regulation of piano action, elementary prin-
ciples of pneumatics, general construction of player mech-
anisms, repair of old pianos or player mechanisms. 331
pages, $2.00.

Theory and Practice of Pianoforte Building

An essential book for every manufacturer, scale draftsman,
superintendent, dealer or piano salesman. The only work
of its kind in the English language. 160 pages, fully illus-
trated, tables, diagrams, etc., $2.00.

Player-Piano Up to Date

The best available source in English for player-piano
knowledge. Principles of construction, regulation and use
of pneumatic mechanisms. Descriptions of leading mech-
anisms. For salesmen, tuners, repairmen, etc. 195 pages,
illustrated, $1.50.

Regulation and Repair of Pianos and Player
Mechanisms

Indispensable for salesmen and executives in piano fac-
tories, two books in one, illustrated, tables, diagrams. 158
pages, $1.50.

Mail This Inspection Coupon

Edward Lyman Bill, Inc.

373 Fourth Ave., New York City.

You may send me on five days' free inspection the book or
books I have marked. I will return them to you within five days
or remit $ in full within ten days.

Mark which books you
want to see

Name

Address City.

Modern Piano Tuning

Theory and Practice of
Pianoforte Building

Regulation and Repair

The Player Pianist

Player-piano Up to Date

July 15, 1922

THE TALKING MACHINE WORLD

141

EUPOPEAN HEADQUARTER

LUIV^r ■ ■■■ II % 2 GR.ESHAM BLDG.,BASINGHALL ST.. E.C.LONDON',

W. LIONEL STURDY, MANAGER

Music Trade Convention the Dominating Hap-
pening of Month — Topics of Interest to Gram-
ophone Dealers Discussed— Hire Purchase
System Considered — Radio Development in the
Trade in Great Britain — Invicta Record Co. in
Liquidation — Interesting Views on German
Reciprocity — Association Discusses the Subject
of Unsalable Records — News of the Month

London, Eng., July 4. — A feature of dominating
interest in the British trade during the past
month was naturally the music trade convention
which was held at the Hotel Metropole, Black-
pool. All agree that it was the best convention
ever. From a point of attendance — well over
200 delegates, with a sprinkling of the fair sex —
it established a record. President Louis Sterling
handled the business side admirably; his tireless
energy, tact and good humor won general praise.
Lt. Col. R. H. Tatton, organizing director of the
Federation of British Music Industries, under
whose auspices the convention was held, and the
various secretaries and officials of each Associa-
tion worked hard to make the convention the
great success it was from both a business and
social viewpoint.

There were two or three business sessions each
morning, the rest of the day being given over to
pleasure. Of the subjects discussed — and gen-
erally the program was a heavy one — that which
most interests my readers relates to the talking
machine industry. The great question of unsal-
able records and their exchange by the manufac-
turers resulted in a very animated discussion
among a big meeting of retail dealers from all
parts of the country. The three to one exchange

met with general condemnation as being mutual-
ly inimical to dealers and makers. As will be
seen by the following report some very good
suggestions were put forward as a solution of the
difficulty and there is every reason to believe
manufacturers will accept the 10 per cent ex-
change proposal. Here is the report:

At the meeting of the Gramophone Dealers' As-
sociation, which was held recently, the chair
was occupied by E. Rasin Jones, of Manchester,
the president of the Association, who said in part:
"We are not working for ourselves alone. The
committee is working for the whole of the gram-
ophone trade and especially of the members of
the G.D.A. and we may say that the relations
existing between the manufacturers and the
G.D.A. are most friendly. If anyone thinks we
are out, as an Association, to use force, let me
tell him he is greatly mistaken; our policy is not
force, but reason and right. You have a paper
asking for answers to seven questions. We
would be very much pleased if every member of
this Association, and every gramophone dealer
here, will answer those questions because by so
doing you will enable us to form some idea as to
what you desire and require."

Joseph Riley, Birmingham, speaking on the
"Limitation of Catalogs and the Disposal of
Unsalable Records," said: "If the catalog is a big
one we have to stock the lot. We don't mind
stocking all these records if we can sell them all,
but our Association thinks that no maker's list
should exceed 2,500, and if the manufacturers
can only cut the catalog down to all good sellers,
we should be able to get them to agree to take
the old ones off as they put the new ones on. When

we find a record is dead we want to return it to
the manufacturer. We don't want to create a
museum of dead records. We ought to be able
to part with these records or come to some ar-
rangement with the manufacturers by which we
could return them before their sale is finished in
certain districts. For instance, in certain dis-
tricts a record may be absolutely finished and if
it came to Blackpool for a little fresh air it might
live a little bit longer. The point is we don't want
to bring it into the drapery trade where we can
have sales once a year or every three months. We
believe in price maintenance and if the manu-
facturers would come along and enable us to
get rid of the unsalable stock then the record
business would be a very sound one. On the
question of exchange we think dealers should be
entitled to return 10 per cent of their purchases
every six months with credit in full."

M. E. Ricketts said on the subject: "I think a
dealer has a right to know to a small number
how many records a manufacturer intends to
place in his catalog, what space will be neces-
sary for racking purposes and to know approxi-
mately how much money he will have to invest
in that side of his business. Unsalable records
in the main consist of two kinds: badly chosen
titles, which is not the fault of the dealer, and
well chosen titles issued late, when the market
has gone. If a dealer has 100 records to send
back and a company says to him: 'You must take
three to one,' that is, 'You have to take 300 be-
fore we give you credit for that 100,' is that in the
best interests of the dealer or the public? Well,
anyone who knows anything about this business
(Continued on page 142)

'His Master's Voice'

— the trade-mark that is recognized
throughout the world as the

Hall-mark of quality

"His Master's Voice"

This intensely human pic-
ture stands for all that is
best in music

—it is the "His Master's Voice"
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands-all enshrined
in the unequalled "His
Master's Voice"
records

DENMARK: Skandlnavlsk Grammophon-Aktl-

eselskab, Frlbavnen, Copenhagen.

FRANCE: Cle. Francalse du Gramophone, 115
Boulevard Richard Lenoir, Place de la Repub-
lique, Parle.

SPAIN: Compaflla del Gramofono, 66-88 Balmes,

Barcelona.

SWEDEN: Skandlnavtska Grammophon-Aktle-
bolaget, Drottnlng Gatan No. 47, Stockholm.

RUSSIA: The Gramophone Co., Ltd., 45, Nersky
Prospect, Petrograd (Petersburg) ; No. 1
Solyanka, Solyanol Dvor, Moscow ; Golovlnsky
Prospect, Till Is; Nowy-Swlat 30, Warsaw; 11
Michailovskaya Ulltsa, Baku.

INDIA: The Gramophone Co., Ltd., 139, Bal-
liaghatta Road, Calcutta; 7, Bell Lane, Fort,
Bombay.

Great Britain:

AUSTRALIA: S. Hoffnnng & Co., Ltd., Sole
Concessionaries of The Gramophone Company,
Limited, 163, Pitt Street, Sydney.

NEW ZEALAND: Gramophonlnm, Ltd., 118-120
Victoria Street, Wellington.

SOUTH AFRICA: Darter & Sons, Post Box 174,
Capetown; Mackay Bros., Post Box 2S1, Johannes-
burg; Mackay Bros. & McMahon. Post Box 419,
Durban; Ivan H. Haarburger, Post Box 106.
Bloemfonteln ; Frans Moeller, Post Box 108, Bast
London; B. J. Bwlns ft Co., Post Box 86, Queens-
town; Handel House, Eimberley; Laurence &
Cope, Post Box 132, Buluwayo; The Argus Co.,
Salisbury.

EAST AFRICA: Bay ley * Co., Lourenzo
Marques.

HOLLAND: American Import Co., 22a, Amsterd
Veerkade, The Hague.

ITALY: A. Bossl & Co., Via Oreflcl 2, Milan.
EGYPT (Also for the Soudan, Greece and the
Ottoman Empire) : K. Fr. Vogel, Post Box 414,
Alexandria.

The Gramophone Company, Ltd.

HAYES

MIDDLESEX

ENGLAND

142

THE TALKING MACHINE WORLD

July 15, 1922

FROM OUR LONDON HEADQUARTERS — (Continued from page 141)

knows the answer is 'No.' The manufacturer
says, 'You will have to take three to one'; what
happens? A month or two or three weeks before
those records are to be sent back the dealer be-
gins to hold up his orders until he can collect
orders for 300 records. Then he gets his 100 and
sends in an order for 300. That 300 comes in and
he fills the depleted racks. But what has really
happened? That man has been without records
which he should have had. The manufacturer
does not sell one record more, and the public
has not had the service it has a right to demand.
With regard to the remarks of Mr. Jones and
Mr. Riley, that the gramophone business can
only be a success so long as the dealers are abso-
lutely friends and partners with the manufac-
turers, that is the only way in which any big
industry can be a success, and therefore this
should not be made a question of fighting between
the dealers and the manufacturers. When you get
down to the bed-rock the dealers' interest is the
manufacturers' interest. Therefore, I would sug-
gest that the manufacturers should go into this
matter properly and come down to this point. It
will very likely be a matter of compromise. Sup-
posing they were to say to the trade, 'We are
going to cut off 100 records and you people that
are stocking our goods in sufficient quantities for
the needs of your district, send them all back to
us,' what does it mean to the manufacturers? The
loss is not a great one. It is the cost of the
pressing minus the material. That is the loss.
If you take the royalties of the artists, I believe
the manufacturers will agree with me when I say
that they would not even lose their royalty
stamps. So that if I am correct the manufac-
turers can say to dealers, 'You are making as
much as we are out of this business; the loss will
average 6d.; you bear 3d. and we will bear 3d.' I
don't say those are the exact figures, but a com-
mittee of manufacturers and dealers could in
forty-eight hours settle the whole question."

Ernest Marshall, opening the discussion on
"The Hire Purchase System as Applied to the
Gramophone," remarked: "We have arrived at a
decision on the question of the percentage basis
that 10 per cent should be added to the cash price.
It was the decision not only of the committee
but of a general meeting of our members. It is
subject to modification or alteration and so that
we should not merely discuss the matter we
have circulated certain questions which we want
you to just put a simple answer 'Yes' or 'No' to
in reply to each one. Now, we are dealing here
with the hire purchase as applied to the gramo-
phone, and the dealer says that the gramophone
business is a little more risky than the piano
business, as the gramophone is more easily re-
moved and is more difficult to trace. In all these
matters we are not opposing the manufacturers.
This is always a friendly discussion and it is very
unfortunate that a company happens to adopt
methods that the trade is against. The question
is, 'What is a fair rate of interest to charge?'
You have the question to answer as to whether
you are in agreement with the 10 per cent being
added to the cash price or not. One company
has introduced, as you all know, this new method
of hire purchase business. We in our Association
were extremely interested in this new method.
We did not turn it down and we did not take
any antagonistic view. Our committee got into
communication with the company and asked
them if they would kindly send the best expo-
nent of that system to us. This was eighteen
months or two years ago. The business was ex-
plained and the dealers who were present, I think
there were somewhere about forty, on a vote at

Horn, Hornless and Table-Grand

GRAMOPHONES

FOR

EXPORT

Please State Your Requirements

REX GRAMOPHONE CO. 2 Elizabeth Place
Rirington Street, LONDON, E.C. 2, England

Cable Address "Lyrecodac, London"

the end were unanimously agreed against that
system. We are not out to fight against it. You
know the difficulties. I am sure I need not go
into details of it. A dealer feels that when you
are talking percentages, when you are talking
about adding so much in the pound on the out-
standing balance you are putting the hire pur-
chase business to the customer in the worst light.
It is better to say as a dealer says, 'Add 5 per cent
to the cash price,' but if you say '10 per cent on
outstanding' balance it sounds a lot, but it is the
same thing. The next question is whether it is
wise to -have a great deal of competition in this
question advertised. For instance, suppose we
got one firm saying, 'We do our business on the
hire purchase system at 2l/2 per cent' and another
firm at 5 per cent, another 6 per cent, and so on.
Is it not better to keep on to the old method, so
much cash down and so much per week? One
other point — the question of deposit, as to
whether the amount we add to the cash price
should be taken into consideration in the ques-
tion of the deposit. Supposing we were adding 10
per cent on the amount and the man was paying
£5 down, should we deduct that £5 from the
cash price before adding the 10 per cent? The
consensus of opinion is that if the instalments
were level it should not be taken into con-
sideration, but if a reasonable deposit be paid
down then it should be deducted. It is rather a
difficult matter to lay a hard and fast rule upon.
There is another question and that is the limit of
time for payment. Do you think all machines
supplied under £40 should be paid for in a period
not longer than twelve months, and if a machine
is at a higher price, say £60 to £80, for a longer
period. There is also the question whether a
deposit of 10 per cent is satisfactory."

W. Holmes said: "We have made a rule, with
a few exceptions, that we have half the price
down and 5 per cent added to the remaining
half, payable within six or twelve months accord-
ing to the value of the machiite. We find it
works very well indeed. Our losses have been
cut down to almost nothing and it is a very simple
way out of the difficulty."

The various members present discussed the
question at length, a number of them being of
the opinion that being forced to demand a fixed
increase over the cash price would play into the
hands of competitors. In fact, several merchants
testified to their experience in that direction.
Brunswick Activity in England

If the opinion be correct — and it has been
freely expressed by men who should know — that
American recordings, particularly on the instru-
mental side, be superior to our best here, then
without a doubt the proposed distribution of
Brunswick records through a London center
should meet with a hearty reception. I can per-
sonally testify to an appreciation of your Bruns-
wick discs, having been privileged to hear an ad-
vance series recently received by Alfred Graham
& Co., of Crofton Park, London, S. E., and
Saville Row, W. I may not be far wrong in
stating that this consignment evidently fore-
shadows a move towards the marketing here of
this record which, I believe, has secured a
deservedly high reputation in the States. It would,
perhaps, be somewhat premature to go into
details at this stage of the negotiations between
the two firms, but, undoubtedly at an early date
something of interest to the trade and the gramo-
phone enthusiast will develop along definite
lines. There are several matters of policy yet
to be decided. The scale upon which distribu-
tion will be carried out is still under considera-
tion, and it is not yet possible to indicate a defi-
nite policy in regard to prices and conditions of
sale, etc. Whatever this aspect of the business
may resolve itself into, the fact remains that
at Messrs. Graham's West End salon, so cen-
trally situated, anticipations point toward a sub-
stantial retail trade in Brunswick records from
this branch alone. The wonderful "Algraphone"
series of instruments made by this firm, of which
in all there are 101 models at prices from 15 to
750 guineas, are the admiration of the gramo-
phone world. To conform with this high-grade

standard of production Mr. Graham has chosen
the Brunswick record. In my judgment a very
happy and appropriate combination, which
coupled with the fine organization and enterprise
of this British house should quickly exert a big
influence to the good of and throughout the
whole industry. More anon!

Wireless as It Affects the Music Industry

The subject was appropriately enough raised at
the British music convention at Blackpool by
E. Brinsmead Gough, who conducts a live retail
business within the London area. Owing possibly
to an overfull convention program, which curi-
ously enough gave no mention of this new
science, Mr. Gough unfortunately failed to get a
proper hearing. That his remarks were taken
up by many newspapers shows how lively is
the general interest in what has been described
as "the miracle in a little box." Thousands of
these little miracle boxes are now being sold here
so that the public may sit at home and "listen
in" to concerts, news, or whatever is radiating
around. We are at the dawn of a new era, and
it is the far-seeing folk like Mr. Gough who are
going to reap benefit by directing the wireless
apparatus trade into the right channel. It is no-
body's perquisite at the moment, but the gram-
ophone dealer will need to wake up, and that
quickly, if he would take advantage of the pres-
ent opportunity. Who more fitted to develop this
new business advantageously than the musical in-
strument dealer? Would you place it with the
photographic dealer, the electrical apparatus shop
— so restricted in number — the cycle dealer? No!
By character, environment and intelligence, the
musical shop undoubtedly represents the best
retail channel through which wireless home appa-
ratus should pass to the public. The music
dealer once made a mistake in ignoring the gram-
ophone when it first came along, with the result
that much of the trade was for years lost to an-
other branch of industry, i. e., the cycle shops.
Success doesn't consist in never making mistakes,
but in never making the same one twice. Let
us remember that and get to grips now with this
wireless musical broadcasting scheme.

The idea that wireless may supplant home mu-
sic to some extent and reduce the demand for
pianos, gramophones, etc., is not supported by
Louis Sterling, president of the Federation of
Music Industries, who in the course of an in-
terview said: "In the march of science there has
never been a great invention yet that had not
been in the long run of incalculable benefit to the
industry with which it was concerned. When
gramophones were invented people said they
would kill pianos; the cinema was fully expected
to give the quietus to the legitimate stage; vaude-
ville was at first looked on as the death dance
of musical comedy. None of these things had
happened, and the new had in every case bene-
fited the old. Appetite grew on what it fed upon,
and the more good music the people got from
broadcasting the more they would want from
their own gramophones and pianos. But we in
the music industry are very jealous that the
broadcasting firms should give the best, there is
no room for bad music."

One of the first gramophone firms to make a
move in the direction of home wireless apparatus
is Messrs. J. T. Hough, Ltd., of Edison Bell
fame. In conjunction with Messrs. Elwell, Ltd.,
radio engineers, they have been working on some
interesting mechanism which, the result of much
experiment, is bound to claim universal attention
at the appropriate time.

A combination wireless receiving set and gram-
ophone amplifier is also under way by Messrs.
Alfred Graham & Co., Crofton Park, London,
S. E. Mr. Graham tells me that he has been
working on it for some time. His extensive
knowledge and experience of this branch of the
trade is the outcome of many years' actual pro-
duction of telephone and electrical apparatus,
microscopes and such-like, of which Messrs.
Graham were one of the chief sources of supply
during the war. In Mr. Graham's opinion the
development of the new wireless business here
cannot be so rapid as in the States because of
the many existing official restrictions, and of a
somewhat involved situation regarding patents.

July 15, 1922

THE TALKING MACHINE WORLD

143

FROM OUR LONDON HEADQUARTERS— (Continued from page 142)

The Marconi Co. apparently holds the key to
the situation. This hrm, by the way, is doing
a big business in wireless apparatus and, in tact,
it is literally besieged with applications.

Most of the big London stores are handling
the business and are meeting witn great success.
H. M. the King of Siam Ass.sts rCecording

Among the many interesting items in the
Gramophone Co.'s "The Voice" is a reference to
news from Bangkok that during a recent recording
session the king granted exceptional facilities to
the "H. M. V." recorder. Records were not only
taken at the Royal Palace, but His Majesty in-
structed leading artists to place themselves at
disposal and in one case specially commanded an
artist to return from up-country for the purpose
of recording. It is stated that the "His Master s
Voice" expert was as much gratified as sur-
prised at the unusual interest displayed by the
King of Siam.

Invicta Record Co., Ltd., in Liquidat.on

A meeting of the creditors of the above com-
pany was held June 12, following upon an extra-
ordinary general meeting, when a special resolu-
tion was passed that the firm be wound up vol-
untarily. A. C. Simmons, I New Inn Yard, Lon-
don, E. C, the appointed liquidator, informs me
that the interests of the two directors, Messrs.
Barrand and Barton, have been purchased by the
Aeolian Co., Ltd. Mr. Barrand has now retired
from business altogether, and Mr. Barton pro-
poses to establish a new business as a merchant.
The Invicta Co. was well known as the maker of
the "Guardsman" record.

Annual Meeting of Gramophone Association

On June 28 was held the annual meeting of
the Association of Gramophone and Musical In-
strument Manufacturers and Wholesale Dealers,
whereat was discussed " the best method of
disposal of unsalable records, having regard to
the interests of manufacturer, jobber and dealers.
Business News of Interest

Though the actual figures of our imports and
exports for April (the last available) show a de-
crease over those for March, allowing for the
number of working days, the April totals are
comparatively better. A slight but welcome in-
dication of trade improvement.

The latest returns of the cost of living show a
drop of 95 points since November, 1920, when the
figure was 176 points above the pre-war level.
The reduction is getting proportionally less each
month, as expected, but there is a decrease each
month and, however slight it may be, it's a good
sign of more purchasing power. That's the
point!

The great engineering strike is over, thanks
be. Many thousands of men have returned to
work. Also, after eleven weeks on strike 20,000
Mersey shipyard workers have resumed.

In March and April, owing to trade disputes
resulting in lockouts and strikes, etc., it is es-
timated that no less than 9,000,000 working days
were lost. No wonder there's little money for
the purchase of gramophones!

We have still over 1,500,000 men and women
unemployed. Others who are not registered and

those on short time may number an additional
half million. That trade is gradually on the
mend is indicated by the fact that the decrease of
unemployment is now something between 30,000
and 40,000 per week.

On the other hand reports from Germany show
that not one person in a hundred is unem-
ployed. Out of 6,000,000 workmen only 51,000
are known to be idle.

The London Fair and Market

The above exhibition at the Agricultural Hall,
London, is for the most part of a trade char-
acter. Its life is short, July 3 to 14, but during
this period a substantial amount of goed busi-
ness is registered. Among the exhibitors are
several musical instrument firms, including A. J.
Balcombe, Ltd., who are showing a range of
small goods and gramophones, and the C. H.
Roberts Manufacturing Co., whose wonderful
portable, the "Bestone," is creating an unusual
amount of interest this side. An unique selling
feature is the three years' full guarantee given
with each machine!

V. F. Record Wins Favor

The higher class gramophone trade has wel-
comed the Edison Bell "Velvet Face" records,
which were introduced a few months ago. It
just means that on quality alone the V. F. has
won a well-justified position on the shelves of
the big dealers throughout the country. Recent
issues embrace some fine chamber music by the
Royal Symphony Orchestra, Michael Zachare-
witsch, the Philip Lewiss Palladium Octet, the
Royal Military Band, etc. An unique contri-
bution is by Guido Gialdini, described as the
greatest exponent of the whistling art. On the
vocal side are some really good records by the
lady tenor, Miss Ruby Helder, Margaret Wray
and Robert Carr.

Messrs J. E. Hough also announce some ex-
clusive recordings on their popular "Winner '
record. Interest will center on some Jewish selec-
tions by the Rev? Meyer Formin, Ober Cantor of
the Glasgow Synagogue. As a contrast, the
Blackpool Tower Orchestra has been laid under
tribute for the recording of a series of fox-trots
and waltzes — just the type most popular with al-
most every class of the community.

The "H. M. V." Easy Payment Scheme

At the Blackpool music convention, also at the
Scottish gathering, gramophone dealers exhibited
opposition to the above scheme. The principle
never for a moment came under question, the
scheme so far as it develops a new channel of
trade proving welcome. What dealers condemn is
the method by which the scheme is worked, i. e.,
the adding of interest on the capital balance re-
maining over each month. At the two conven-
tions referred to, many dealers expressed the
view that this method is too complicated, espe-
cially from the customer's point of view. The
Gramophone Dealers' Association registered its
opposition some time ago and sent a delegation
to the company, so far, I believe, without result.
Dealers require to handle the hire-purchase prop-

osition, as they put it, on the straightforward
basis of a definite extra percentage on the cash
price, the whole payable in fixed monthly in-
stalments over a given period.

The Gramophone Co. has circularized its deal-
ers on the subject to (in part) the following ef-
fect:

"It is recognized that the old system of charg-
ing customers a heavy rate of interest has been
the means of restricting trade, while our scheme
is creating confidence and good feeling, which
will cause sales to increase enormously. This is
no mere theoretical statement, but is made as the
result of practical experience.

"Announcements in the press, giving particu-
lars of the scheme, have already been made by
dealers, and we are considering the advisability of
setting forth its advantages in those great
newspapers in which our advertisements ap-
pear regularly, when all inquiries would be sent
to those who have adopted our scheme.

"The easy payment system is the coming great
sales force in the gramophone industry, and un-
der our scheme the possibilities are unlimited."
German Reciprocity

An illuminating instance of German ideas on
commercial reciprocity in the music trades has
just come to light, says the Federation of British
Music Industries. More than a year ago a lead-
ing gramophone maker wished to send three
gramophones into Germany. He was informed
that they could not be sent without an import
license from the German Government and has*
been trying unsuccessfully for twelve months to
obtain the required permission.

Another manufacturer sent experts to Ger-
many to make records by native artists for dis-
tribution among the German population in the
United States. The German Government re-
fused permission for these records to leave the
country. Representations were made through
diplomatic channels, but the sole concession
granted was that if the surfaces of the wax "mas-
ter" records were scratched and defaced, then
only would the goods be allowed to leave the
country.

On the other hand, a German gramophone
maker, who acquired the factory and plant of a
British company in Germany during the war,
has now issued catalogs identical with those of
the former owners and is offering the records at
ridiculously low prices. Many of the artists, be-
ing under exclusive contract with the British
company, are receiving substantial royalties from
that company. The German manufacturer pays
no royalties and is offering the records through-
out the world (United Kingdom excluded at
present — Editor) at prices below the bare costs
of manufacture in this country.

The German gramophone manufacturers have
clearly succeeded in inducing their Government
to keep out every outside competitor while they
themselves ship their goods freely into this
country and compete on unfair terms with the
British manufacturers in foreign markets.

ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN

TEN INCH DOUBLE SIDED NEEDLE CUT

PLAY ON ALL GRAMOPHONES

Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands

of the British Empire

DEALERS PREPARED TO DO BUSINESS ARE INVITED TO COMMUNICATE WITH

Proprietors and Manufacturers, J. E. HOUGH, Ltd., 62 Glengall Road, London, S. E. 15, England

144

THE TALKING MACHINE WORLD

July 15, 1922

LATEST PATENTS _
RELATING TO TALKING

RECORDS

Washington, D. G, July 8. — Gramophone
Record Brush. John Priespilis, Brooklyn, N. Y.
Patent No. 1,414,302.

This invention relates to brushes for cleaning
phonograph record plates or the like, and has
for its object to produce a brush adapted to keep
the record grooves clear of dust and the tiny
shavings produced by the needle while reproduc-
ing a record. A further object is to provide
means for elastically mounting the brush in such
manner that it will readilv follow the needle and

yield when meeting obstructions or uneven
spots, and which allows a securing of the brush
to tone arms of varying diameter.

Figure 1 is a side view of a record plate, sound
box, needle and tone arm with the brush con-
structed according to the invention mounted
thereon. Fig. 2 is an enlarged detail view partly
in section taken along line 2 — 2 of Fig. 1. Fig.
3 is a top plan view of a guide strip.

Talking Machine Record and Method and Ap-
paratus Therefor. Daniel Higham, East Orange,
N. J. Patent No. 1,414,185.

This invention relates to recording of sound
waves for a talking machine record, and its
object is to so provide for this recording that the
distortions ordinarily made in recording and re-
producing sound waves can be correctly com-
pensated for.

With present recording means and methods,
the amplitude of the recorded sound wave is
reduced in amount by the opposing action of
the recorder diaphragm, and the lower the pitch,
with relatively greater amplitude of the sound
wave, the greater the ratio of this reduction of
amplitude of the recorded sound waves will be,
compared to the original sound waves.

Figure 1 is a side elevation, partly in section, of
means for carrying the method of recording into
effect. Fig. 2 is a view, partly in section, look-
ing from the left to Fig. 1 with certain parts
removed from the left of the dash line V. Fig.
3 shows a portion partly in section; Fig. 4 a

part in another view. Fig. 5 is a diagram show-
ing a different position of parts of Fig. 1; while
Fig. 6 graphically shows the performance of
the method of recording as distinguished from
present recording, and the distinguishing per-
formance of each when operating the present
reproducer.

Phonograph. Henry Orsenigo, Mount Vernon,
N. Y. Patent No. 1,414,151.

An object of the invention is to provide a
phonograph with movable panel or closure mem-
ber for the discharge opening of the phono-
graph and open to view for the purpose of en-
hancing the phonograph as an article of furni-
ture when not in use as a phonograph and to
provide means for mounting such panel or closure
member to conceal such panel when removed.
Such provision of means affords a suitable ar-

rangement whereby the motor of the phonograph
is placed in operative connection automatically
upon concealing such panel in its opening posi-
tion and automatically effecting non-operative
relation of the motor and the phonograph parts
when the panel or closure member is in its
viewed position.

Figure 1 is a perspective view of a phono-
graph embodying the invention, showing the
panel in position when the phonograph is not
in operation. Fig. 2 is a similar perspective view
partially broken away to show hidden parts and
showing the panel moved to its concealed posi-
tion and the contact member of the motor cir-
cuit closed, in which relation the grill-work of
the phonograph is shown to view. Fig. 3 is a

detail sectional view on line 3 — 3 of Fig. 2; Fig.
4 in a detail sectional view on line 4 — 4 of Fig.
3, Fig. 5 is a detail perspective view of the panel;
Fig. 6 is a detail perspective view similar to Fig.
3, showing a modification, and Fig. 7 shows a
further modification.

Phonograph Cabinet. Joseph Janes, Somer-
ville, Mass., assignor of one-half to G. Clay Cox,
Rochester, N. Y. Patent No. 1,414,086.

This improvement consists of a phonograph
cabinet of such character that it may be used as
an ordinary library table for writing, holding
book, a lamp, etc., thus combining in one
the functions of the two articles of furniture, es-
pecially desirable in a small apartment. It com-
prises means for supporting the phonograph
mechanism, starting, stopping it, etc., automati-
cally in a way convenient for changing records.

Figure 1 is a perspective view of a table, the
phonograph support or drawer being open to
enable the record to be changed or the needle
adjusted. Fig. 2 is a cross section on line 2 — 2
of Fig. 3. Fig. 3 is a partial horizontal section

showing the parts as ordinarily arranged when
out of use. Fig. 4 is a corresponding view, the
drawer carrying the record table being open.
Fig. 5 is a partial front elevation of the table
when the drawers are closed and the phono-
graph out of use, and Figs. 6 and 7 are details.

Phonograph. Frank A. Lee, Cincinnati, O.,
and Frank G. Rose, Dayton, Ky., assignors to
the John Church Co., Cincinnati, O. Patent No.
1,413,919.

This invention relates to megaphones for
phonographs. The object is to so influence the
sound waves produced by the phonograph that
said waves are amplified, intensified, made
richer in quality and clarified, so as to repro-
duce more nearly the actual quality of the sound
waves imparted from the phonograph record to
the phonograph diaphragm.

Figure 1 is a sectional perspective view of part

of a phonograph in which the invention is em-
bodied in its preferred form. Fig. 2 is a detail
perspective view of the megaphone of a phono-
graph, together with a throat according to the
invention, but modified from that shown in Fig.
1, the megaphone being shown in longitudinal
section. Fig. 3 is a detail perspective view of the
megaphone and throat shown in Fig. 1, but the
view being from the rear. Fig. 4 is a similar

view of part of the megaphone and another
modified throat according to the invention. Fig.
5 is a rear elevation of the megaphone and
throat shown in Figs. 1 and 3; and Fig. 6 is a
side elevation of the same.

Sound Modulator for Phonographs. Nils Sea-
holm, Mount Vernon, N. Y. Patent No.
1,414,673.

This invention relates to a modulator or sound
modifier for graphophones or phonographs and
the like. It more particularly appertains to a
device interposed between the stylus of a sound-
reproducing machine and the sound box thereof
by means of which the audibility of the acoustic
waves may be regulated.

Figure 1 is a side elevation showing this im-
proved device in operative position with respect
to a sound box and a record of a phonograph
of well-known type. Fig. 2 is an enlarged sec-
tional "elevation of the device alone, in a posi-
tion conducive to the maximum softening of the
sound. Fig. 3 is a top plan view of the de-

vice shown in the preceding figure. Fig. 4 is a
view similar to Fig. 2, showing the device in a
position corresponding to a minimum of tone
suppression; and Fig. 5 is a rear elevation of the
device in the position seen in the last-named
view.

Graphophone. Leopoldo Roberto, Philadel-
phia, Pa. Patent No. 1,414,898.

This invention has particular reference to the
tone arm sound box mounting of the talking ma-
chine or graphophone.

This invention has many objects, among the
most important being the provision of a grapho-
phone wherein the tone arm is freely detach-
able therefrom with the hinged cover of the
graphophone box constituting a sounding board
upon which the outlet end of the tone arm is sup-
ported.

Figure 1 is a side elevational view of a grapho-
phone constructed in accordance with the pres-
ent invention, a portion of the sectional tone arm
and sound box being moved to inoperative posi-
tion and illustrated by dotted lines. Fig. 2 is a
top plan view of the same. Fig. 3 is a front
elevational view of the tone arm with the hinged
section thereof elevated to inoperative position.
Fig. 4 is a horizontal sectional view taken on
line 4 — 4 of Fig. 3, showing the rotatable con-
nection between the tone arm and the supported
bell end thereof. Fig. 5 is a cross-sectional view
taken on line 5 — 5 of Fig. 1, showing the stylus
arm of the sound box connected to the dia-

July 15, 1922

THE TALKING MACHINE WORLD

145

PATENTS RELATING TO TALKING MACHINES AND RECORDS— (Continued from page 144)

phragm. Fig. 6 is a front elevational view of
the removable elbow of the tone arm for sup-
porting the sound box. Fig. 7 is a side eleva-
tional view of the removable elbow of the tone

arm. Fig. 8 is a fragmentary side elevational
view of the inner end of the tone arm showing
the hinge connection between the sections there-
of, and Fig. 9 is a cross-sectional view showing
the connecting means between the elbow section
and the hinged end of the tone arm.

Sound-deadening Device for Phonograph Re-
producers. Ernest F. Dahlheim and Walter S.
Hulet, Minot, North Dakota. Patent No.
1,414,937.

This invention relates to new and useful im-
provements in sound-deadening or regulating
devices for phonograph reproducers and has for
its primary object the provision of a device of
the above stated character which may be easily
and quickly applied to an ordinary sound box
and is provided, with means for regulating the
vibration of the vibratory transmitter bar so as
to increase and decrease the sound and thereby
obviate the employment of different types of sty-
luses now used for such purpose.

Figure 1 is a side elevation of a sound-dead-
ening or regulating device applied to a repro-

ducer and constructed in accordance with the in-
vention. Fig. 2 is a rear elevation illustrating
the same and removed from a reproducer. Fig.
3 is a sectional view illustrating the device ap-
plied to a reproducer. Fig. 4 is a detail sectional
view illustrating means for urging the clamping
members into engagement with the vibratory
transmitter bar. Fig. 5 is a detail sectional view
illustrating an adjustment for the clamping arms
or members. Fig. 6 is an edge view, illustrating
a modified form of the invention.

REPAIRS

All Makes of Talking Machines
Repaired Promptly and Efficiently

REPAIR PARTS FOR ALL MACHINES

ANDREW H. DODIN

2S Sixth Avenue New York

TELEPHONE. SPRING 1 194

Repeating Attachment for Talking Machines.

Everett G. Clements, Washington, D. C. Pat-
ent No. 1,414,980.

This invention relates to repeating attach-
ments for "talking machines," and has for its
object to provide means whereby such machines
can be started into operation with a single rec-
ord and will repeat the reproducing of the matter
on the record continuously without requiring the
attention of an operator. It further relates to
means whereby the repeating apparatus may be
adjusted to automatically return the needle from
the point where it has completed the traversing
of the record to the point of beginning, to accom-
modate records of various lengths or diameters.
The object of said invention is to produce such
a mechanism which will not only be automatic in
its action, but will be simple and inexpensive
in construction and positive and reliable in its
operation.

Figure 1 is a top plan view of the rotary
record bearing table, such as commonly em-

ployed on a machine of the type described, with
a record disc thereon, and also illustrating the
attachment as it appears in position for use.
Fig. 2 a transverse section on the dotted line 2 — 2
in. Fig. 1. Fig. 3 a detail plan view on an en-
larged scale (practically full size) to illustrate
more clearly the adjusting features of the in-
vention, and Fig. 4 an edge view of the at-
tachment.

Phonograph Reproducer. George B. Burch,
New York, assignor to Leslie Stevens, Glen
Ridge. N. J. Patent No. 1,414,803.

The invention relates to phonograph repro-
ducers, and more particularly to improvements
in means for vibrating the sound-reproducing
diaphragm, and the invention aims to provide
such means which shall be simple in construc-
tion, durable and highly efficient in transmit-
ting vibrations from the record "to the diaphragm
so that a very perfect reproduction of the re-
corded sounds may be secured.

Figure 1 is a sectional view of a phonograph
having a reproducer embodying the invention.

Fig. 2 is an enlarged sectional view of a por-
tion of the diaphragm, stylus holder, transmis-
sion rod and connected parts. Fig. 3 is a sec-
tional view, taken on the line 3 — 3 of Fig. 2,
looking in the direction of the arrows. Fig. 4
is a plan view of a disc, which supports one end
of the transmission rod.

Phonograph. George B. Burch, New York,
assignor to Leslie Stevens, Glen Ridge, N. J.
Patent No. 1,414,804.

The object of this invention is to provide a
phonographic apparatus which requires no am-
plifying horn and which is efficient in operation
and accurately reproduces all sounds recorded
in the record and yet is simple in construction
and efficient in operation.

Figure 1 is a sectional view of the instru-
ment. Fig. 2 is a sectional view showing the
stylus holder, transmission rod and connected
parts. Fig. 3 is a sectional view taken on the line
3 — 3 of Fig. 2, looking in the direction of the ar-
rows. Fig. 4 is a sectional view showing the

lower part of the structure shown in Fig. 2, the
section being taken at right angles to that of Fig.
2. Fig. 5 is a sectional view showing a portion
of the diaphragm and a portion of the rim o i

which it is mounted. Fig. 6 shows a portion of
the edge of the diaphragm. Fig. 7 is a sectional
view showing a slightly modified construction in
and about the stylus holder.

Reproducer. Martin Jones, Philadelphia, Pa.,
assignor of one-half to Joseph S. MacLaughlin,
same place. Patent No. 1,415,361.

One object of this invention is to provide a
sound box or reproducer for talking machines
which shall be capable of so affecting the
sound waves as to produce the required volume
of sound without being as heavy as is at pres-
ent the practice. By reason of the resulting
lightening of the reproducer structure there is a
reduction of the pressure upon the record and a
consequent increase in the life of the latter.

The invention also contemplates a novel ar-
rangement and form of intermediate diaphragm
whereby the above noted desirable results are
obtained and also a construction whereby vi-

bration of the body of the box is prevented or
damped, as are also certain objectionable metal-
lic noises commonly produced when records of a
certain class are played.

Figure 1 is a plan of a sound box or reproducer
constructed according to the invention. Fig. 2
is a vertical section on the line 2 — 2, Fig. 1;
and Fig. 3 is a plan of the auxiliary diaphragm
forming part of the invention.

Diaphragm Attachment. Joseph E. Jones.
Waltham, Mass. Patent No. 1,415,360.

This invention relates to diaphragm attach-
ments, especially designed for use in connec-
tion with such diaphragm construction as used
upon the Edison phonograph.

Another object of this invention is the produc-
tion of a very simple and efficient means for at-
taching the cord to the diaphragm in such a
manner as to permit the cord to be released

from the diaphragm when so desired and re-
placed should occasion arise.

Figure 1 is a top plan view of the diaphragm.
Fig. 2 is a bottom plan view thereof. Fig. 3
is a central transverse sectional view through
the diaphragm. Figure 4 is a top plan view of
a modified form of the diaphragm which will be
known as the friction cone construction. Fig.
5 is a bottom plan view of the diaphragm at-
tachment shown in Fig. 4, and Fig. 6 is a cen-
tral transverse sectional view through the dia-
phragm.

Lederer Feibelman, Inc., of Terre Haute, Ind.,
is planning to add a music department to its
department store in that city.

146

THE TALKING MACHINE WORLD

July 15, 1922

RECORD BULLETINS/^

August, 1922

COLUMBIA GRAPHOPHONE CO.

SYMPHONY RECORDS
4998S Blue Danube Waltz — Soprano Solo,

Rosa Ponselle

80159 Would God I Were the Tender Apple Blossom —

Violoncello Solo Pablo Casals

A3619 Believe Me If All Those Endearing Young

Charms — Baritone Solo Oscar Seagle

When You and I Were Woung, Maggie — Bari-
tone Solo Oscar Seagle

A3617 Irish Love Song — Contralto Solo,

Cyrena Van Gordon
My Laddie — Contralto' Solo. Cyrena Van Gordon

A3616 Gypsy Serenade — Violin Solo Eddy Brown

Chacone — Violin Solo Eddy Brown

A3623 Kiss Me Again (Intro. "Waltz." from "Mile.

Modiste") — Hawaiian guitar, Hawaiian banjo

and ukulele trio Louise-Ferera-Greenus

Just A-wearyin' for You (Intro. "I Love You

Truly") Louise-Ferera-Greenus

A3591 Blue Lodge March Prince's Band

Englewood Commandery March. ... Prince's Band
A3622 Skeeter and the June Bug — Baritone Solo.

Harry C. Browne
Dars a Lock on de Chicken Coop Door — Bari-
tone Solo and Male Quartet,

Harry C. Browne and The Harmonizers
A3618 The Low Backed Car — Tenor Solo.. Edwin Dale

The Foggy Dew — Tenor Solo Edwin Dale

A3626 Coo-Coo — Comedian Al Jolson

Stumbling — Tenor Solo Frank Crtrmit

A3633 Atta Baby — Comedienne Nora Bayes

Cow Bells — Comedienne Nora Bayes

A3632 Here Comes Dinah, Belle of the Ball— Tenor and

Baritone Duet Furman-Nash

O-oo Ernest — Tenor and Baritone Duet,

Furman-Nash

A3625 My Yiddisha Mammy — Tenor Solo,

Irving Kaufman
The Sheik of Avenue B — Tenor Solo,

Frank Crumit

A3634 Mammy. I'm Thinking of You — Comedienne and

Jazz Band Edith Wilson and

Johnny Dunn's Original Jazz Hounds
Take It 'Cause It's All Yours. .Edith Wilson and
Johnny Dunn's Original Jazz Hounds
A3629 I Love Her, She Loves Me (From "Make It
Snappy") — Fox- trot,

Ray Miller and His Orchestra
You're Like a Ray of Sunshine (Intro. "Every
Little Miss" and "Sittin' Pretty" from "Letty
Pepper") — Medley Fox-trot,

Ray Miller and His Orchestra
Kicky-Koo, Kicky-Koo — Fox-trot,

Eddie Elkins' Orchestra
Bamboo Bay — Fox-trot. .Eddie Elkins' Orchestra
Swanee Blue Bird — Fox-trot . California Ramblers
No Use Crying — Fox-trot. . .California Ramblers
Gypsy Love Song (Intro. "Good Morning
Chorus" and "She Said, T Was So Lonely,' "
from "The Fortune Teller") — Medley Waltz,
Prince's Dance Orchestra
Victor Herbert Waltz Gems (Intro. "The Sing-
ing Girl." "The Serenade," "Babes in Toy-
land") — Medley Waltz,

Prince's Dance Orchestra
You Won't Be SoTry — Accordion Solo,

Guido Deiro

Mona-Lu — Accordion Solo Guido Deiro

POPULAR SONGS
I Love Her. She Loves Me (I'm Her He, She's
My She, from "Make It Snappy") — Comedian,

Eddie Cantor

I'm Hungry for Beautiful Girls (From "Make

It Snappy") — Comedian Eddie Cantor

Who'll Take My Place? — Comedienne,

Marion Harris
Fickle Flo (From Kokomo) — Comedienne,

Marion Harris

DANCE MUSIC
Parade of the Wooden Soldiers (From "Chauve
Souris") — Fox -trot,

Rav Miller and His Orchestra
'Twas in the Month of May (From "Chauve
Souris") — Fox -trot,

Ray Miller and His Orchestra
Sweet Indiana Home — Fox-trot. .The Columbians 10
Lovable Eyes (Intro. "Hootch Rhythm " from
"Make It Snappy") — Medley Fox-trot.

The Columbians 10
Tnose Longing for You Blues — Fox-trot,

Frank Westphal and His Rainbo Orchestra 10
Pick Me Up and Lay Me Down (In Dear Old
Dixieland) — Fox-trot The Happy Six

A3631

A3635
A3636

A 3620

A3624

A3630

A3628

A3621

A3627

10
10
10
10

10
10
10

10
10
10
10
10
10
10

10
10

VICTOR TALKING MACHINE CO.

POPULAR SONGS

18906 Stumbling Billy Murray

Coo-Coo Charles Harrison

18908 Rock Me in Mv Swanee Cradle. . Peerless Quartet
Old Kentucky Moonlight Sterling Trio

18909 I Certainly Must Be in Love Billy Murray

Whenever You're Lonesome,

Aileen Stanley-Billy Murray
DANCE RECORDS

18895 Lonesome Mama — Fox-trot The Virginians

Memphis Blues — Fox-trot The Virginians

18907 Moon River — Waltz,

Green Bros.' Marimba Orchestra
Love Sends a Little Gift of Roses — Medley
Waltz Hackel-Berge Orchestra

18910 Soothing — Fox-trot.

All Star Trio- and Their Orchestra
Night — Fox-trot Club Royal Orchestra

18911 It's Up to You — Fox-trot.

Paul Whiteman and His Orchestra
'Neath the South Sea Moon — Fox-trot,

Paul Whiteman and His Orchestra

18912 Svncopate — Medley Fox-trot. Club Royal Orchestra
Little Thoughts — Fox-trot,

Benson Orchestra of Chicago

18913 Nobody Lied — Fox-trot The Virginians

The Yankee Doodle Blues — Fox-trot.

The Virginians
VOCAL AND INSTRUMENTAL RECORDS

45313 Violets Merle Alcock

Giannina Mia Lucv Isabelle Marsh

45314 We Would See Jesus. ... Olive Kline-Elsie Baker
Jesus, My All Olive Kline-Elsie Baker

45315 Mighty Lak' a Rose Alberto Salvi

Last Rose of Summer... Alberto Salvi

10
in
10
10
in

10
10

10
10
10
10
10
10

S7344
(Th
64811,

66072
66073
74746
66069
66070
74760

66074

74758
74759

66075

RED SEAL RECORDS

Lucrezia Bori, Soprano

When Love Is Kind....". Thomas Moore 10

s record has the same quality of appeal as 64398,
87322.)

Emilio de Gogorza, Baritone
I Know a Lovely Garden,

Teschemacher-D'Hardelot
Mischa Elman, Violinist
La Cinquantaine (The Golden Wedding),

Gabriel-Marie
Flonzaley Quartet, String Quartet
Quartet in D Major — Adagio Cantabile (2nd

Movement) (Op. 64, No. 5) Haydn

Amelita Galli-Curci, Soprano — In French
Coq D'Or — Hymne au Soleil (The Golden Cock-
erel— Hymn to the Sun) Rimsky-Korsakow

Beniamino Gigli, Tenor — In French
Le Roi d'Ys^Vainement, ma bien aimee (The

King of Ys — In Vain, My Beloved) Lalo

Maria Jeritza, Soprano — In German
Tannhauser — Elisabeth's Gebet (Elizabeth's

Prayer) Wagner

Erika Morini, Violinist
(Piano accompaniment, Emanuel Balaban)
At the Fountain (Am Springbrunnen) ,

Robert Schumann
Philadelphia Orchestra
Leopold Stokowski, Conductor

Tannhauser Overture — Part 1 Wagner

Tannhauser Overture — Part 2 Wagner

Olga Samaroff, Pianist
Spring Song Mendelssohn

12
12

50921
50922
50923
50924

50925
50957

50985

80716

80717
80718

82262
82263

51007

50987

50988

50989

50991
50992
50990

51004-

51005

50993

10 50994

80729
51003

51006

EDISON DISC RECREATIONS

Spagoni's Wedding Jubilee Billy Murray

Brother Low Down Al Bernard

Polonaise Militaire United States Marine Band

Ballet Music — Excelsior Creatore and His Band

My Melancholy Baby Walter Scanlan

The Mi.l by the Sea Walter Scanlan

The "Knocker" — Character Recitation. Edward Clark
I'm Going Back to the Work-house — Character

Recitation Edward Clark

Fireflies Reed Orchestra

Fluttering Dove Reed Orchestra

Hearts and Flowers — Piano Solo. .. .Walter Chapman
Mazurka — A Minor, Op. 67, No. 4. (b) Ma-
zurka— F Sharp Minor, C'p. 6, No. 1 — Piano

Solo Walter Chapman

When You and I Were Young Maggie Blues,

Billy Jones and Chorus
Rock Me in My Swanee Cradle,

Vernon Dalhart and Chorus

Davy Jones Locker Fred East

Toreador of Mine,

Betsy Lane Shepherd and Charles Hart

Where My Caravan Has Rested Lewis James

Trie Garden of Roses Lewis James

Carnival of Venice — Variations Cornet Solo,

Bohumir Kryl
As Once in Happier Days — Violoncello Solo,

Vladimir Dubinsky

A Song of Thanksgiving Anna Case

Barbara Frietchie Arthur Middleton

Serenade — Les Millions d'Arlequin — Violin Solo,

Albert Spalding

Hungarian Dance No. 1 — Violin Solo. Albert Spalding

Soothing — Fox-trot Ernest L. Stevens' Trio

Deedle Deedle Dum — Fox-trot,

Broadway Dance Orchestra
Parade of the Wooden Soldiers — Novelty March

from "Chauve Souris" V. Lopez Orch.

All Over Nothing at All — Fox-trot,

Ernest L. Stevens' Trio
I'm Just Wild About Harry — Fox-trot — Intro-
ducing "Bandana Days" from "Shuffle

Along" Vincent Lopez Orchestra

I Love Her; She Loves Me — Fox- trot — From

"Make It Snappy" Atlantic Dance Orchestra

Stumbling — Fox-trot Broadway Dance Orchestra

Lovable Eyes — Fox-trot (Intro. "Hootch
Rhythm") from "Make It Snaopy,"

Broadway Dance Orchestra

Hawaiian Nightingale,

Palakiko's Hawaiian Orchestra

Flower of Hawaii Palakiko's Hawaiian Orchestra

I'm Gonna Buy a C'ne-Way Ticket to a Little

One-Horse Town Al Bernard and Chorus

Ham and Eggs Collins and Harlan

Sweet Indian Home — Fox-trot — Introducing

"Bamboo Bay" Broadway Dance Orchestra

Coo-Coo — Fox-trot — From Al Jolson's "Bombo,"

Green Bros. Novelty Band
—The Yankee Doodle Blues — Fox-trot.

Broadway Dance Orchestra
Nobody Lied — Fox-trot (When They Said That

I Cried Over You) .... Broadway Dance Orchestra
Just Keep On Smiling. J. Harold Murray and Chorus
We'll Build a Dear Little, Cute Little Love Nest

Some Sweet Dav Walter Scanlan

RELEASED ON ORDER
Sing Song Man — Fox-trot (A Chinese Fox-trot),

Natzv*s Orchestra
Whenever You're Lonesome (Just Telephone

Me) — Fox-trot Green Bros. Novelty Band

(a) Flow Gently. Sweet Afton; (b) Bonnie.

Sweet Bessie — American Guitar Solo . R. Trucksess
Sacred Melodies — American Guitar Solo.R. Trucksess

Old Black Joe Thomas Chalmers

Smile Through Your Tears Thomas Chalmers

Swanee Bluebird — Fox-trot.

Broadwav Dance Orchestra
G'n the 'Gin 'Gin Ginny Shore — Fox-trot — Piano

Solo Ernest L. Stevens

I Certainly Must Be in Love Marguerite Farrell

I Love a Little Cottage. Walter Scanlan and Chorus

EDISON BLUE AMBEROL RECORDS

4557

4558

4559
4560

4561
4562
4563
4564

Pick Me LTp and Lav Me Down in Dear Old
Dixieland — Medley Fox-trot — Introducing "My

Mammy Knows" Don Parker Trio

The Laughing Girl Has Her Picture Took —

Norwegian-English Monologue E. C. Olson

Mountain Maid George Wilton Ballard

On a Little Side Street — Medley Waltz — Intro-
ducing "Babe's Eves" — Piano S0I0..E. L. Stevens
T evinksy's Jubilee — Vaudeville Specialty . Tulian Rose

S'eep l ittle Babv of Mine Helen Clark

On the Alamo' — Fox-trot. Harrv Raderman's Orchestra
Love Sends a Little Gift of Roses Lewis James

4565
4566
4567

4568
4569
4570
4571

4592
4593
4594

4595

4596

Save a Little Dram for Me Duke Rogers

Crossing the Bar Criterion Quartet

The Little Tin Soldier or (The Little Rag Doll),

The Homestead Trio

Ida — Caprice , Reed Orchestra

Of Thee I'm Thinking, Margareta. .Albert Lindquest

Good-bye, My Baby "We Girls" Quartet

Georgia — Medley Fox-trot — Introducing "Malinda

Brown" ". . . . Don Parker Trio

AMBEROLA HITS FOR AUGUST
Hearts and Flowers — Piano Solo. . .Walter Chapman
I'll Dream of You — Fox-trot. Vincent Lopez Orchestra
Suppose the Rose Were You — Fox-trot,

Ernest L. Stevens' Trio
Idola — Fox-trot — An Orientale Fantasy,

Natzy's Orchestra
I Love Her; She Loves Me — Fox-trot from
"Make It Snappy" Atlantic Dance Orchestra

BRUNSWICK RECORDS

TWENTY-EIGHTH RELEASE
15025 Mamma Mia Che Vo Sape (Neapolitan Song) —
(Nutile) — Tenor with Neapolitan Orchestra,

Mario Chamlee
'A Vuchella (A Little Posy) (D'Annunzio-
Tosti) — Tenor with Neapolitan Orchestra,

Mario Chamlee

13050 Within the Garden of My Heart (Roberts-Scott)

— Tenor with Orchestra Theo Karle

Non E Ver ('Tis Not True) (Mattei)— Tenor
with Orchestra Theo Karle

13051 Good Night Quartet (From "Martha") (Flotow)

— Mixed Quartet with Orchestra,

The Music Art Singers
(Marie Tiffany, Elizabeth Lennox, Theo Karle,

Richard Bonelli)
Madrigal (From "The Mikado") (Sullivan) —
Mixed Quartet with Orchestra,

The Music Art Singers
(Marie Tiffany, Elizabeth Lennox, Theo Karle,
Richard Bonelli)

5141 Gypsy Love Song (From "The Fortune Teller")

(Victor Herbert) — Baritone with Orchestra,

Richard Bonelli
Bedouin Love Song (Pinsuti) — Baritone with
Orchestra Richard Bonelli

5142 Serenade (Sing, Smile, Slumber) (Ground) — Flute

Obbligato — Soprano with Orchestra. . .Virginia Rea
The Swallows (Bingham-Cowen) — Soprano with
Orchestra Virginia Rea

2278 A Bunch of Roses (El Punao de Rosas) (Chapi)

- — Spanish March — Xylophone with Or-
chestra George Green

Intermezzo (Introduction to Act III) (From
"Jewels of the Madonna") (Wolf-Ferrari) —
Xylophone with Orchestra Joseph Green

2279 Kiss Me Again (From "Mile. Modiste") (Victor

Herbert) — Violin with Orchestra. .Frederic Fradkin
Roses of Picardy (Weatherly-Wood) — Violin with
Orchestra Frederic Fradkin

2280 Soothing (Storman-Fiorito) — Fox-trot — For Danc-

ing Oriole Terrace Orchestra

Lovable Eyes (From "Make It Snappy") (Atte-
ridge-Schwartz) — Fox-trot, For Dancing,

Oriole Terrace Orchestra

2281 Swanee Bluebird (Friend-Conrad) — Fox-trot —

For Dancing Bennie Krueger's Orchestra

Sweet Indiana Home (Walter Donaldson) — Fox-
trot For Dancing Bennie Kueger's Orchestra

2282 Song of Persia (Radford-Egan- Whiting) — Fox-

trot— For Dancing Carl Fenton's Orchestra

Parade of the Wooden Soldiers (From "La
Chauve Souris") (Jessel) — Fox-trot — For Danc-
ing Carl Fenton's Orchestra

2283 Where the Volga Flows (Ley-David-Katzman)—

Fox-trot — For Dancing.Rudy Wiedoeft's Californians
Suez (Pancoast-Grofe-De Rose) — Fox-trot — For
Dancing Rudy Wiedoeft's Californians

2284 Stumbling (Zez Confrey) — Comedienne with Or-

chestra Margaret Young

(With Bennie Krueger's Orchestra)
Nobody Loves Me Now (Tracey-Arndt) — Come-
dienne with Orchestra Margaret Young

(With Bennie Krueger's Orchestra)

2285 Just a Little Love Song (Young-Lewis-Cooper) —

Baritone with Orchestra Ernest Hare

Only a Smile (Edson-Zamecnik)— Baritone with

Orchestra Ernest Hare

2269 Indiana Lullaby (Terriss-Kendall) — Tenor and
Baritone with Orchestra,

Charles Hart and Elliott Shaw
I Certainly Must Be in Love (Tracey-Dougherty)
— Tenor with Orchestra Billy Jones

AEOLIAN CO.

DANCE RECORDS

14355 Coo-Coo (Al Jolson-Bud DeSylva) — Fox-trot,

Bar Harbor Society Orch. 10
Romany Love (J. S. Zamecnik) — Fox-trot,

Bar Harbor Society Orch. 10

14356 Deedle-Deedle Dum (Al Sherman-Coslow and

Mills) — Fox-trot,

Emil Coleman and His Montmartre Orch. 10
Blue-eyed Blues (Billy Fazioli) — Fox-trot,

Emil Coleman and His Montmartre Orch. 10

14357 Panorama Bay (James Monaco-Grant Clark) —

Waltz Bar Harbor Society Orch. 10

Swanee River Moon (H. Pitman Clarke) — Waltz,

Bar Harbor Society Orch. 10

14363 Just Because You're You (That's Why ' I Love

You) (Turk-Robinson) — Fox-trot,

Yerkes' S.S. Flotilla Orch. 10
The Sneak (H. Nacio Brown) — Fox-trot,

Yerkes' S.S. Flotilla Orch. 10

14370 Rose of Bombay (Ward-Dyson) — Fox-trot,

Emil Coleman and His Montmartre Orch. 10
Sing-a-loo (Mitchel-Pollock) — Fox-trot,

Emil Coleman and His Montmartre Orch. 10
FOUR NEW POPULAR SONGS

14358 Why Should I Cry Over You? (Cohn-Miller),

Irving Kaufman 10
I Wish There Was a Wireless to Heaven (Man-
uel-Harry White-Willy White) .Irving Kaufman 10

14371 The Sheik of Avenue "B" (Kalmar-Ruby) ,

Monroe Silver 10
Big-hearted Tim (Ryan-Violinskv) .... Billy Tones 10
A WONDERFUL INSTRUMENTAL LIST

14364 Stars and Stripes Forever (Sousa) — March,

Matt's Band (Late Bandmaster of
Seventh Regiment, N. G., N. Y.) 10
National Emblem (E. E. Bagley) — March,

Matt's Band (Late Bandmaster of
Seventh Regiment, N. G., N. Y.) 10

July 15, 1922

THE TALKING MACHINE WORLD

147

ADVANCE RECORD BULLETINS FO R AUGUST — (Continued from page 146)

14353 Light Cavalry Overture (Franz von Suppe) —

Accordion Solo A. Palet Gallanni 10

Marche Lorraine (Ganne) — Accordion Solo,

A. Palet Gallanni 10
'4028 Liebesfreud (Rreisler) — 'Cello and Piano,

Maurice Dambois 10
Canzonetta (Du Port-Dambois) — 'Cello and Piano,

Maurice Dambois 10
14362 Bummel Petrus (-Jolly Peter") Kersten-

Werner) Metropolitan Dance Players 10

Warum-dem-Weinen (Hirsch),

Metropolitan Dance Players 10

14354 Irish Jig Medley (Intro. "Paddy in London,"

"Butcher's March," "Sligo Bay"),

Tom Ennis, Irish Pipes; Jas. Morrison,

Violin; John Muller, Piano 10
Irish Reel Medley (Intro. "New Steamboat,"
"Bucks of Oranmore," "Gardner's Daughter 10

14367 A Mahina Malamalama ("Lazy Moon")— Waltz,

Ferrera Trio 10
Ua Like No a Like ("Sweet Constancy"),

Ferrera Trio 10
FAVORITE OPERATIC SOLOS

52036 Pagliacci— Prologue (Leoncavallo)— Baritone,

Giacomo Rimini 12
52038 II Barbiere di Siviglia— La Calunnia e un Ven-
ticello (Ah, Calumny Is Like a Zephyr)— Basso,

Virgilio Lazzari 12
SEVEN ENCELLENT STANDARD RECORDINGS
30157 Lo, Here the Gentle Lark (Shakespeare-Bishop)

—Soprano Evelyn Scotney 10

14368 All Thru' the Night (Old Welsh Air) (Boulton)

Baritone Elliott Shaw 10

Can't Yo' Heah Me Callin', Caroline? (Gardner-

Roma)— Tenor • ■ • ■ • V ernon Dalhart 10

35011 The Kerry Dance (Molloy)— Tenor. .Charles Hart 12
The Moon Has Raised Her Lamp Above (Bene-
dict)— Tenor and Baritone,

Charles Hart-Elliott Shaw 12
14359 Rock-a-bye Baby (Butterworth-Norris)— Mezzo-

Soprano ....... Helen Clark 10

At Dawning (Eberhard-Cadman)— Soprano,

Grace Kerns 1U
A VARIETY OF SACRED SONGS

52037 The Holy City (Weatherby-A^-^ntone^ ^

14350 New Old Story CSyine-Pierson)-^^^ ^
Hold Thou My Hand ^^'Cont^o,^ ^

14351 Brighten the Comer Where You Are (Ogden-

Gabriel)— Baritone Homer Rodeheaver 10

I Shall See the King (Rowe^ckley)-BarUone, ^

14352 The Church in the Wildwood O^VJg^Wtg. ^
The Gospel Train (C. Austin lOgfc^ Qu^t 1Q

OKEH _REC0RDS

CLASSICAL SELECTIONS
ODEON RECORD _ .
5?902 La Traviata— Dei miei bollenti spinti (Wild My
3_902 ^ q{ Yqu) cVerdi)-Tenor with Orch.

(Sung in Italian) Alfred Piccaver 12

Thi« record was recorded in Europe by the International
Talking Machine Co. and is pressed m the United States
by the General Phonograph Corp

EUROPEAN SYMPHONY ORCHESTRA

3014 The Dusk of the Gods (Siegfried s Funeral

March, Part 1)— Orchestra

European Symphony Orchestra
The Dusk of The Gods (Siegfried's Funeral
March, Part 2)— Orchestra

European Symphony Orchestra

3015 Fifth Symphony (Beethoven) (First Movement:

Allegro con Brio, Part 1)— Orchestra

European Symphony Orchestra
Fifth Symphony (Beethoven) (First Movement:

Allegro con Brio, Part 2)— Orchestra,

European Symphony Orchestra

3016 La Boheme (Puccini) (Selections— Part 1)—

Orchestra European Symphony Orchestra

La Boheme (Puccini) (Selections— Part 2) —

Orchestra European Symphony Orchestra

VOCAL RECORDS
4613 Time After Time (J. K. Brennan-E R. Ball) —

Tenor with Orch Charles Hart

That Tumble-Down Shack in Athlone (Pascoe-
Carlo-Sanders)— Male Trio with Orch ,

Sterling Trio

4617 Complainin' (It's Human Nature to Complain)
(A. Rogers-C. L. Roberts)— Contralto with

Qrch Sophie Tucker

Blue Bird, 'Where Are You? (G. Clarke-I. Mas-
lof) — Contralto with Orch Sophie Tucker

4620 A Dream (Charles B. Cory-J. C. Bartlett)— Tenor

with Orch c.h?rl« ?art

The Kerry Dance (Molloy)— Tenor with Orch

Charles Hart

4621 My Wild Irish Rose (Chauncey Olcott)— Tenor

with Orck Gerald Griffin

The Low Back'd Car (S. Lover)— Tenor with
Orch Gerald Griffin

4607 Some Sunny Day (Irving Berlin)— Contralto with

Orch Vaughn De Leath

Alabamy Mammy (N. Fleeson- Albert Von Tilzer)
—Contralto with Orch Vaughn De Leath

4608 Mister Gallagher and Mister Shean (Ed. Galla-

gher-Al. Shean) — Tenor-Baritone Duet with

Orch Billy Jones-Ernest Hare

She's Mine, All Mine! (Bert Kalmar -Harry

Ruby)— Tenor with Orch Billy Jones

DANCE RECORDS

4609 Boo Hoo Hoo (H. Link-I. Aaronson-Al Lentz)— -

Fox-trot Joseph) Samuels' Jazz Band

The Village Clown (A. Country cuss)— A Rural
Fox-trot Joseph Samuels' Jazz Band

4610 Black-Eyed Blues (Don Kendall) — Fox-trot,

Markels' Orchestra
Poor Little Me (Benny Davis) — Fox-trot,

Rega Dance Orchestra
4605 California (Cliff Friend-Con Conrad)— Fox-trot,

Vincent Lopez and His Hotel Pennsylvania Orch.
s Mo-Na-Lu (Louis Breau) — Fox-trot,

Vincent Lopez and His Hotel Pennsylvania Orch.
¥606 Lovey Dove (From the Operetta, "The Rose of
Stamboul") (Sigmund Romberg) — Fox-trot,

Markels' Orchestra
Romany Love (J. S. Zamecnik) — Fox-trot,

Markels' Orchestra
4616 No Use Crying (If Your Sweetheart Goes Away)
(Hugo Hirsch) — Fox-trot,

Rega Dance Orchestra
Do It Again (From "The French Doll") (George

Gershwin) — Fox-trot Markels' Orchestra

4612 Some Sunny Day (Irving Berlin) — Fox-trot,

Vincent Lopez and His Hotel Pennsylvania Orch.
Stumbling (Zez Confrey) — Fox-trot,

Vincent Lopez and His Hotel Pennsylvania Orch.

4614 All Over Yo-u (Jerry Sullivan) — Fox-trot,

Markels' Orchestra
Suez (F. Grofe-P. DeRose) — Oriental Fox-trot,

Markels' Orchestra

4615 Swanee Bluebird _(Cliff Friend-Con Conrad) —

Bird Voices by Sibyl Sanderson Fagan — Fox-

trot Rega Dance Orchestra

Cairo Moon (Sid Caine-Sam Gold) — Fox-trot,

Markels' Orchestra
4611 You Won't Be Sorry (E. Burtnett-L. Marcasie)

— Fox-trot Rega Dance Orchestra

On the Alamo (Isham Jones) — Fox-trot,

Rega Dance Orchestra
JUBILEE

4619 Going Up to Live with God ("Golden Slipper") —

Colored Male Quartet Excelsior Quartet

Walk in Jerusalem Just Like John — Colored Male

Quartet Excelsior Quartet

BAND

4618 The King Clown (Irish Reel) (Intro. "Golden
Slipper," "Hornpipe," "Bummer's Reel,"
"Irish Reel") — Band (Lieut. Joseph Kiefer,

Bandmaster) Philadelphia Police Band

Up the Street March (R. G. Morse) — Band
(Lieut. Joseph Kiefer, Bandmaster),

Philadelphia Police Band

10
10
10
10
10
10
10
10

10
10
10
10

10
10

•10

PATHE FRERES PHONOGRAPH CO.

20761 The Invincible
March Indienne

(ACTUELLE RECORDS)
STANDARD VOCAL

020757 The Bells of the Sea Wilfred Glenn

In a Little Town Near By William Simmons

020758 Medley of Old Time Songs— Part III— (1) Af-

ter the Ball, (2) Little Alabama Coon, (3)
She Was Bred in Old Kentucky, (4) Put on

\our Old Grey Bonnet Orpheus Trio

Medley of Old Time Songs — Part IV — in the
Shade of the Old Apple Tree, (2) Break the
i\ews to Mother, (3) Wait Till the Sun
Shines, Nellie, (4) There'll Be a Hot Time
in the Old Town To-Night Orpheus Trio

020759 His Luilaby Robert Bruc;

A Little Coon's Prayer George Anderson

INSTRUMENTAL

020760 The Rosary (Violins and Piano) ... Manhattan Trio

Mighty Lak' a Rose ( V'iolin and Piano),

Manhattan Trio

Eagle — March,

Empire State Military Band
— Hindu March,

Empire State Military Band
HAWAIIAN

020762 Honolulu Honeymoon Fcrera-Franchini

Hawaiian Nightingale Ferera-Franchini

PATHE AND ACTUELLE RECORDS
DANCE RECORDS

20776 Coo-Coo — Fox-trot Casino Dance Orchestra

Nobody Lied — Fox-trot,

N. Glantz and His Orchestra

20777 Suez — Fox-trot Casino Dance Orchestra

Romany Love — Fox-trot. .Piedmont Dance Orchestra

20778 Haunting Eyes — Fox-trot Synco Jazz Band

It's Up to You (J'en Ai Marre) — Fox-trot,

Piedmont Dance Orchestra

20779 Bamboo Bay — Fox-trot..' Barth's Mississippi Six

Those Blue-Eyed Blues — Fox-trot,

Barth's Mississippi Six

20780 Are You Playing Fair — Fox-trot,

Casino Dance Orchestra
Parade of the Wooden Soldiers — Fox-trot,

N. Glantz and His Orchestra

20781 'Neath the South) Sea Moon — Fox-trot,

Piedmont Dance Orchestra
(From Ziegfeld Follies of 1922)
List'ning on Some Radio — Fox-trpt,

Piedmont Dance Orchestra
(From Ziegfeld Follies of 1922)

POPULAR VOCAL

20782 My Yiddisha Mammy Irving Kaufman

Rock Me in My Swanee Cradle Vernon Dalhart

20783 Kicky-Koo, You for Me; Me for You.. Orpheus Trio
Why Should I Cry Over You Ernest Hare

20784 They Needed a Song Bird in Heaven. .Robert Bruce
Whenever You're Lonesome (Just Telephone Me),

Irving and Jack Kaufman

20785 My Rambler Rose William Rundle

I Wish There Was a Wireless to Heaven,

Elliott Shaw

Records 20776 to 20785 may be obtained in both Pathe
(sapphire) and Actuelle (needle-cut). Other numbers shown
are Pathe numbers. The Actuelle number is the same as
the Pathe but prefixed with a cipher, as 020723.

QENNETT LATERAL RECORDS

4877 Stumbling (Confrey) — Fox-trot,

Hazey Natzy and His Orchestra
Queen of the Orient (Cui) . .Lanin's Famous Players
1-4878 'A Santanotte (Buongiovanni) (Orch Ace),

E. Cucco

'O Viagio E Nozze (Nicolo) (Orch Acc.)..E. Cucco

1-4879 L'America (Mario) (Orch. Acc.) S. Romano

Tanto Placere (Mario) (Orch. Acc.)....S. Romano
1-4880 Canzone Marinaresca (Bossi) (O'rdh. Acc),

Deila Monica
Mandulinata A Napule (Tagliaferri) (Orch.
Acc.) Delia Monica

4881 Jelly Roll Blues (Norfolk Jazz Quartette),

Excelsior Quartette
Kitchen Mechanic Blues (Excelsior Quartette),

Excelsior Quartette

4882 Two Old Pals (Recitation) Homer Rodeheaver

Me an' Pap an' Mother (Recitation) (Strick

Gillian) Homer Rodeheaver

484 Schnitzelbank (Sticht) (Orch. Acc),

Heidelberg Quartette
Im Grunewald 1st Holzauktion (Matthias) (Orch.

Acc.) Heidelberg Quartette

S4885 La Cruz de Mayo' (Cancion Andaluza),

Cantado por Amelia Rico
Mi Hombre (Scottisch Espafiol),

Cantado por Luisa Rostand

4886 Hopeless Blues (Fox-trot) (Robinson-Turk);

Ladd's Black Aces
Lonesome Mama Blues (Fox-trot) (Brown),

Ladd's Black Aces

4887 Kicky-Koo (You For Me — Me For You) (Fox-

trot) (Lewis-Young-Meyer) .. Bailey's Lucky Seven
Those Longing For You Blues (Fox-trot) (West-
phal) Bailey's Lucky Seven

4888 Swanee Bluebird (Fox-trot) (Conrad-Friend),

Nathan Glantz and His Orchestra
Romany Love (Fox-trot) (Zameniok),

Nathan Glantz and His Orchestra

10061 I'll Sing Thee Songs of Araby (Wils-Clay),

Henry Moeller
Gypsy Love Song (Smith-Herbert) — From "The
Fortune Teller" — Tenor Henry Moeller

10062 Sorter Miss You (Smith) Ruth Stickney

Smilin' Through (Penn) — Tenor — Piano Acc.

Thos. Griselle. Henry Moeller

Violin Obbligato, Ruth Stickney

4889 In Maytime I Learned to Love (Snyder) — Waltz,

Taylor Trio

Smilin' Through (Penn) — Waltz — Introducing
"Sorter Miss You" — Violin,' Cello and Piano,

Taylor Trio

11132

LATEST PURITAN RECORDS

11135 Three o'Clock in the Morning — Waltz,

Frisco Syncopators

Swanee River Moon — Waltz Frisco Syncopators

11134 Gray Morn — Fox-trot Moulin Rouge Orchestra

On the Alamo — Fox-trot. .. .Moulin Rouge Orchestra
11133 Old Timer's Fox-trot — Fox-trot (Introducing
"Hello, My Baby," "Stay in Your Own Back
Yard," "Bedelia," "I've Got R.ngs on My
Fingers," "Yama Yama Man," "Hiawatha") —
Compiled by Tom Eastwood .... Frisco Syncopators

O, Sing-a-loo — Fox-trot Frisco Syncopators

Rigoletto Quartette (Verdi) — Fox-trot — Arranged

by Geo. Walters. Erdody and His Famous Orchestra
Mighty Lak' a Rose (Nevin) — Fox-trot — Ar-
ranged by Geo. Walters,

Erdody and His Famous Orchestra
11131 No Use Crying (If Your Sweetheart Goes Away)

— Fox-trot Majestic Dance Orchestra

11131 Kicky-Koo-Kicky-Koo (You for Me; Me for

You) — Fox-trot Majestic Dance Orchestra

11130 Song of Persia — Fox-trot.. Eddie Davis Orchestra

Sergeant Markel at the Piano

Lovable Eyes — Fox -trot Eddie Davis Orchestra

Sergeant Markel at the Piano
11129 Lonesome Mama Blues — Fox -trot,

Original Memphis Five
Those Longing For You Blues — Fox-trot,

Original Memphis Five
11128 El Calendario Del Ano — Fox-trot — Escena de

"Los Monaguillos" Majestic Dance Orchestra

Romany Love — Fox-trot Eddie Davis Orchestra

POPULAR VOCAL RECORDS
9115 Smilin' Through — Tenor Solo — Orch Acc. Sam Ash
Oogie Oogie Wa Wa — Comedy Song— Orch.

Acc Billy West

9114 I Certainly Must Be in Love — Comedy Song —

Orch. Acc ' Billy West

Oh! You Beautiful Baby — Comedy Song —

Orch. Acc Arthur Fields

9113 State Street Blues — Comedy Solo with Orch.,

Lucille Hegamin and Her Blue Flame Syncopators
High Brown Blues — Comedy Solo with Orch.,

Lucille Hegamin and Her Blue Flame Syncopators
STANDARD RECORD

15058 Step Lively — March Pat Conway's Band

The Whip — March Pat Conway's Band

11120 Some Sunny Day — Fox-trot,

Earl Randolph's Orchestra
Stumbling — Fox-trot Earl Randolph's Orchestra

11126 My Honey's Lovin' Arms — Fox-trot,

Glantz and His Orchestra
Samson and Delilah — Fox-trot,

Majestic Dance Orchestra
11125 Gallagher and Shean — Fox-trot. . Frisco Syncopators
You Won't Be Sorry — Fox-trot,

Majestic Dance Orchestra

11124 Teasin' — Fox-trot Glantz and His Orchestra

Bugle Call Blues — Fox-trot,

Ford Dabneys' Syncopated Orchestra
11123 Honey Lou — Fox-trot (Vocal Chorus),

Lenzberg's Riverside Orchestra

Every Day — Fox-trot Frisco Syncopators

11122 Doo Dah Blues— Fox-trot,

Ford Dabney's Syncopated Orch.
Sing Song Man — Fox-trot (Vocal Chorus),

Lenzberg's Riverside Orchestra

11121 Sweet Man O'Mine — Fox-trot,

Ford Dabney's Syncopated Orchestra
Rosey Posey — Fox-trot Frisco Syncopators

15056 Caro Nome — Coloratura Soprano Josefha Dianno

Queen of the Night — Coloratura Soprano,

Josefha Dianno

15057 Carmen-Haberna — Soprano Solo Maie Voland

Heart Bowed Down — Baritone Solo. Guy Donaldson

11127 Rose of Stamboul — Tenor Solo ... Charles Harrison
Just a Little Love Song — Tenor Solo. Hugh Donovan

9110 O Sole Mio — Hawaiian Guitars,

Ferera and Franchini
Rio Nights — Hawaiian Guitars.

Ferera and Franchini
9112 Medley of Old Time Songs— Part 1— Male

Quartet Stellar Quartet

Medley of Old Time Songs— Part II— Male

Quartet Stellar Quartet

11119 Mister Gallagher and Mr. Shean — Song Duet,

Kaufman Bros.

Atta Baby — Comedy Song Thomas-West

11118 Carolina Rolling Stone — Duet Kaufman Bros.

Swanee River Moon — Quartet Stellar Quartet

11117 Little Gray Sweetheart H Mine — Fox-trot,

California Ramblers

Moon River — Waltz Frisco Syncopators

11116 California — Fox-trot California Ramblers

11116 Pick Me Up and Lay Me Down — Fox-trot,

Frisco Syncopators

11115 Georgia — Fox-trot (Vocal Chorus) -Frisco Syncopators

By-Gones — Fox-trot California Ramblers

11114 Old-Fashioned Girl— Fox-trot,

Vincent Lopez and His Hotel Penn. Orch.
By the Sapphire Sea — Fox-trot,

Vincent Lopez and His Hotel

11094 Sal-O-May — Fox-trot Frisco

Three o'Clock in the Morning — Waltz,

Newport Society Orchestra
9106 When You and I Were Young Maggie — Tenor

Solo Carl Williams

Forgotten — Tenor Solo Car! Williams

Song Bird — Whistling Solo Clara Young

Souvenir — Violin Solo Victor Provinsky

When Francis Dances With Me — Tenor Solo,

Billy Jones

Ten Little Fingers and Ten Little Toes — Vocal
Duet Ernest Hare and Billy Jones

Penn. Orch.
Syncopators

9105
502

BANNER RECORDS

DANCE RECORDS
1073 Gee, but I Hate to Go Home Alon

Nobody Lied — Fox-trot.

Fox-trot,
Majestic Saxophone Sextet
Vocal Chorus, Arthur Hall
Majestic Saxophone Sextet
Vocal Chorus, Arthur Hall

1074 Sweet Indiana Home — Fox-trot,

Roy Collins' Orchestra
El Calendario Del Ano — Fox-trot,

Roy Collins' Orchestra

1075 Goo-Goo — Fox -trot Majestic Dance Orchestra

Lovable Eyes — Fox-trot Eddie Davis Orchestra

1076 J'En Al Marro (It's Up to You) — Fox-trot,

Roy Collins' Orchestra
Do It Again — Fox-trot Moulin Rouge Orchestra

1077 South Sea Moon (Follies 1922')— Fox-trot,

Majestic Dance Orchestra
Opera-trot No. 3— Fox-trot. Moulin Rouge Orchestra

1062 Buzz Mirandy — Fox-trot Original Memphis Five

Deedle, Deedle, Du — Fox-trot. Original Memphis Five

1063 Colorado and You — Waltz. Metropolitan Music Masters
Babbling Brook — Waltz Xylo Specialty Orchestra

POPULAR VOCAL RECORDS

1078 Why Should I Cry Over You?— Tenor Solo —

Orch Acc Frank Spencer

(Continued on page 148)

148

THE TALKING MACHINE WORLD

July 15, 1922

ADVANCE RECORD BULLETINS FOR AUGUST—

Whenever You're Lonesome — Duet — Orch. Ace,

Thomas-West

1079 Smilin' Through — Tenor Solo — Orch. Acc.Sam Ash
Annie Laurie — Contralto Solo — Orch. Ace,

Nevada Van der Veer
10S0 O'Reilly, I'm Ashamed of You — Tenor Solo —

Orch. Acc Billy Clarke

Oogie Oogie Wa Wa — Tenor Solo — Orch. Acc,

Bert Trever

1061 Pick Me Up and Lay Me Down in Dear Old

Dixieland — Tenor Solo— Orch. Acc Bob White

California — Quartet — Orch. Acc. Stellar Male Quartet
1084 Little Red Schoolhouse — Duet — OTch. Acc,

Thomas- West
I Wish There Was a Wireless to Heaven — Tenor

Solor — Orch. Acc Sam Ash

COMEDY RECORD

2045 Cohen Listens to the Radio — Comic Monolog,

Monroe Silver

Cohen at the Movies — Comic Monolog. . Monroe Silver
VIOLIN RECORDS

2046 Souvenir (Drdle) — Violin Solo — Piano1 Acc,

Margaret Lorenzo
Valse Bluette (Drigo) — Violin Solo — Piano Acc,

Margaret Lorenzo

2047 Viennese Popular Song — Violin Solo — Piano Acc.

Margaret Lorenzo
Little Song (Deuxieme Cansonette) (A. d'Ambro-
sio) — Violin Solo — Piano Acc. .. .Margaret Lorenzo
HAWAIIAN RECORD

2048 My Old Kentucky Home — Medley Hawaiian

Guitars Ferera-Franchini

Sweet Hawaiian Girl of Mine — Hawaiian Guitars,

Ferera-Franchini

PIANO SOLO

2049 Kitten on the Keys — Piano Solo Vi Palmer

Poor Buttermilk — Piano Solo Vi Palmer

REGAL RECORDS

DANCE RECORDS

9320 South Sea Moon (Follies 1922)— Fox-trot,

Glantz and His Orchestra
(J'En Ai Marre) (It's Up to You) — Fox-trot,

Glantz and His Orchestra

9321 Lovable Eyes — Fox-trot Eddie Davis Orchestra

El Calendario Del Ano — Fox-trot,

Majestic Dance Orchestra

9322 Nobody Lied — Fox-trot. ... Stellar Saxophone Sextet

Vocal Chorus, Arthur Hall
Gee, but I Hate to Go Home Alone — Fox-trot,

Stellar Saxophone Sextet
Vocal Chorus, Arthur Hall

9323 Sweet Indiana Home — Fox-trot,

Hollywood Dance O'rchestra
Coo-Coo — Fox-trot Hollywood Dance Orchestra

9324 Do It Again — Fox-trot Regal Dance Orchestra

Cavalleria Rusticana — Fox-trot. Regal Dance Orchestra

9325 Deedle, Deedle, Dum — Fox-trot,

Original Memphis Five

Buzz Mirandy — Fox-trot Original Memphis Five

POPULAR VOCAL RECORDS

9326 Why Should I Cry Over You?— Tenor Solo—

Orch. Acc Arthur Hall

I Wish There Was a Wireless to Heaven — Tenor
Solo — Orch. Acc Sam Ash

9327 Little Red Schoolhouse — Duet Orch. Acc,

Thomas-West
Whenever You're Lonesome — Duet — Orch Acc,

Thomas- West

9329 Smilin' Through^Tenor Solo— Orch. Acc,

Walter Scanlan
I Hear You Calling Me — Tenor Solo — Orch. Acc,

, Walter Scanlan

OOMEDY RECORD

9328 Cohen Listens to the Radio: — Comic Monolog,

Monroe Silver

Cohen at the Movies — Comic Monolog. . Monroe Silver
STANDARD RECORDS

9330 Irish Medley Waltz — Part 1 ... Regal Dance Orchestra
Irish Medley Waltz — Part 2... Regal Dance Orchestra

9331 Dreamy Havvaii — Hawaiian Guitars. .Ferera-Franchini

(Continued from page 147)

Hawaiian Twilight (Hawaiian Guitars),

Ferera-Franchini

9332 The Mocking Bird — Whistling Solo . Margaret McKee
The Song Bird — Whistling Solo. .. .Margaret McKee

9333 Medley of Country Reels — Violin Solo,

Michael Donovan
Medley of Country Jigs — Violin Solo,

Michael Donovan

VIOLIN SOLOS

9334 By the Brook Margaret Lorenzo

Swing Song Margaret Lorenzo

9335 Meditation From Thais Milan Lusk

Humoresque Milan Lusk

BLACK SWAN RECORDS

POPULAR SONGS

14115 Ain't- Got (Nothing Blues — Soprano .... Mary Straine
Fowler Twist John P. Vigal

(Bobbie Lee and His Imperial Six)

14116 Honey Rose Mamie Jones

Mandy 'n' Me Mamie Jones

COMIC MONOLOG
40002 The Dog, the Flea and the Bumble Bee. Archie Harrod

When Malindy Sings (Dunbar) Archie Harrod

DANCE RECORDS

10068 Zovvie — Fox-trot Fred Smith's Society Orchestra

Arabia — Fox-trot Fred Smith's Society Orchestra

10069 The Last Waltz Henderson's Dance Orchestra

Tane — Fox-trot Henderson's Dance Orchestra

10070 Spread Yo' Stuff— Fox-trot,

Ethel Waters Jazz Masters

Snuggle — Fox -trot Ethel Waters Jazz Masters

INSTRUMENTAL

60002 Southern Dixie Medley — Banjo Joe Briggs

Yankee Jigs — Real Old Southern Fiddler. .Tony Gray
HAWAIIAN RECORDS

25002 Dreamy Alabama Kaluana & Brown

Drifting Kaluana & Brown

STANDARD VOCAL
18047 Can't You Hear Me Calling, Caroline— Tenor.

Harry A. Delmore

A Dream — Tenor Harry A. Delmore

SACRED RECORDS

16057 Hallelu Harrod's Jubilee Singers

Live Humble Harrod's Jubilee Singers

CORSON OPENS FINE STORE

Music Merchant of Dalles, Ore., Handles Com-
plete Line of Musical Instruments

Dalles, Ore., July 3. — One of the most attractive
music stores in this section of the State is that of
of G. E. Corson, who recently opened a general
music store in this city under the firm name of
"Corson the Music Man." Mr. Corson is a firm
believer in aggressive merchandising methods
and the handling of the musical requirements of
the people of his community with the aid of a rep-
resentative stock. Among the instruments han-
dled by him are pianos, player-pianos, stringed
instruments of all kinds, sheet music and Bruns-
wick phonographs and records.

A model example of unadulterated asininity is
the fellow who sits in his store weeping salty
tears because business is going to the dogs.

TRADE PROGRESS DURING 1922

Distinct Advances in Business Noted During
First Half of Year, Says Dun's Review

The half-year just ended brought a distinct
advance in business, with most of the gain in
confidence and actual transactions achieved dur-
ing the second quarter, says Dun's review of
business conditions. Unsettled labor conditions
in some industries have long been a detriment,
curtailing operations and enhancing costs of pro-
duction, and the railroad strike has greatly in-
creased this uncertainty. Despite various draw-
backs, however, recovery from previous de-
pression has been substantial, if highly irregular,
and many interests will be more active this Sum-
mer than was anticipated.

Interruptions from inventories and vacations
will be experienced as usual, but there is clearly
more work to be done this year and shutdowns
will be less general and extended. A new and
rather unexpected phase has arisen with the
more frequent reports of labor scarcity in cer-
tain lines, the steel industry among them, and
competitive bidding for workers is heard of
in isolated instances. While there is still con-
siderable idleness in different quarters more op-
portunity for employment is now afforded, and
the public purchasing capacity would be meas-
urably augmented if strikes were not present
at coal mines and elsewhere. Such disputes in-
variably retard progress, though they may not
wholly check it, and their effect on primary mar-
ket prices is plainly visible in the existing
situation.

MUSICAL MUSEUM CHARTERED

A provisional charter has been granted to the
American Museum of Musical Art by the regents
of the University of the State of New York. The
museum will be located in Brooklyn, N. Y. The
aims of the organization are to diffuse knowledge
of the history and production of music-; to pre-
serve objects of interest relating to music and to
maintain a building suitable for the service of the
institution.

The Cammack Co., dealer in musical instru-
ments, of St. Claire, 111., has purchased a building
in that village which it will occupy.

You Ought to Know

In case you are contemplating expanding the sphere of your business to include
departments devoted to Pianos, Player-Pianos, Musical Merchandise or Sheet Music,
that you'll find news and comments about them all in

lijEVIEWj

ESTABLISHED 1876

The oldest and leading music trade weekly, which covers every branch of the industry

It Contains

Instructive and educational articles. Hints on salesmanship and advertising. Editorials that are timely
and authoritative. Facts about the new things in the trade. Trade happenings in all parts of the United States

"Review the Music Trade With Us"

Send your $2 now for a full year's subscription to

THE MUSIC TRADE REVIEW

373 FOURTH AVENUE NEW YORK

July 15, 1922

THE TALKING MACHINE WORLD

149

Some Leading Jobbers of Talking Machines in America

TEST IT.

OUR VICTOR

Record Service

has a reputation for efficiency.
Suppose you try it.

E. F. DROOP & SONS CO.

1300 G. STREET, WASHINGTON, D. C.
231 N. HOWARD STREET, BALTIMORE, MD

Where Dealers May Secure

COLUMBIA

Product

Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Centers
all over the United States.

Distributors

Atlanta, Ga., Columbia Graphophone Co., 561-
563 Whitehall St.

Baltimore, Md., Columbia Graphophone Co., 16
South Howard St.

Boston, Columbia Graphophone Co., 1000 Wash-
ington St.

Buffalo, N. Y., Columbia Graphophone Co., 737
Main St.

Chicago, UL, Columbia Graphophone Co., 325 W.
Jackson Blvd.

Cincinnati, O., Columbia Graphophone Co., 317-
321 East 8th Street.

Cleveland O., Columbia Graphophone Co., 1812
East 30th St.

Dallas, Tex., Colombia Graphophone Co., 316
North Preston St.

Denver, Colo., Columbia Store* Co., 1608 Glen-
arm Ave.

Detroit, Mich., Columbia Graphophone Co., 115
State St.

Kansas City, Mo., Columbia Graphophone Co.,
2006 Wyandotte St.

Los Angeles, CaL, Columbia Graphophone Co.,
800 S. Los Angeles St.

Minneapolis, Minn., Columbia Graphophone Co.,
18 N. 3rd St.

New Orleans, La., Columbia Graphophone Co.,
517-525 Canal St.

New York City, Columbia Graphophone Co., 121
West 20th St.

Omaha, Neb., Columbia Graphophone Co., Eighth
and Jackson Sts.

Philadelphia, Fa., Columbia Graphophone Co..
40 N. 6th St.

Pittsburgh. Columbia Graphophone Co., 632-640
Duquesne Way.

Salt Lake City, Utah, Columbia Stores Co.,
221 South West Temple.

San Francisco, CaL, Columbia Graphophone Co.,
345 Bryant St

Seattle, Wash., Columbia Graphophone Co., 911
Western Ave.

Spokane, Wash., Columbia Stores Co., 161 South
Post St.

St. Louis, Mo., Columbia Graphophone Co., 1127
Pine St.

Tampa, Fla., Tampa Hardware Co.

Headquarters for Canada :
Toronto, Ont., Columbia Graphophone Co.. 347

West Adelaide St.
Montreal, Que., Columbia Graphophone Co., 824

St. Denis St.

Executive Office

COLUMBIA GRAPHOPHONE CO.

Gotham National Bank Building

New York

W. J. DYER & BRO.

DYER B'LD'G, ST. PAUL, MINN.

NORTHWESTERN DISTRIBUTORS

OF THE

VICTOR

Machines. Records and Supplies

Shipped Promptly to all
Points in the Northwest

Mickel Bros. Co.

Omaha, Nebraska
Des Moines, Iowa

Victor Distributors

Sherman,

May & Co.

San Francisco, Los Angeles, Portland, Seattle, Spokane
PACIFIC COAST DISTRIBUTORS OF

VICTOR PRODUCTS

Southern
Victor. Wholesalers

The

Toledo Talking Machine Co.

Toledo, Ohio

Wholesale Victor
Exclusively

piiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^

I CONSTRUCTIVE ARTICLES IN THIS I
| ISSUE OF THE WORLD |

| Ready Reference for Salesmen, Dealers and Department Heads I

llllllllllllllllllllllllllllllllllllllllllllllllllllllllll

How a Live Saleswoman Created and
Developed Talking Machine Busi-
ness in Her Territory 4

Records of Religious Numbers and
Old-Time Ballads Have Big Sales
Vogue 6

Value of Individualism in Advertising 8

Unusual Efforts Bring Business Results 8

Prospects for the Future Are Decided-
ly Brighter 8

Helping Dealers to Elucidate Their

Problems 9

Arranging Window Displays to At-
tract the Summer Buyer . 9

The Talking Machine as an Educator 9

The Importance of Manners and Their

Relation to Effective Sales Work . . 10

Some Window Display Ideas That
Should Greatly Increase Record
Trade 12

A Trend Toward Co-operative Adver-
tising in Evidence Throughout the
Country 13

An Appealing Store Atmosphere Is
Necessary for Business Develop-
ment on a Sound Basis 15

Records of Tribal Singers for Smith-
sonian Institute 18

A Thorough Knowledge of Operating

Costs Essential to Business Success. 2 1 -22

Determining Realized and Unrealized

Profits on Instalment Sales 24-26

Four-minute Conferences on Business

Topics . 27

Letter of a Veteran Salesman to a

Friend 29

Edward Fraser Carson's Monthly
Talk . 32

Talking Machine Exhibits at Grand

Rapids Furniture Show ... 33

Phonographic Epigrarnrildtics 37

It Is the Wide Appeal That Builds

Business 37

IIIIIIIDIIIIIH

Germans Making Inroads Into For-
eign Markets . , 40

A Striking Summer Display Window. 45
Six Essentials in the Success of the Re-
tail Store 49

Cost of Sales Decline Studied and Ex-
plained 50

Buyers of Records Cannot Play Them
for Profit . 51

Aeolian Co.'s Annual Outing and Ball
Game 53

Propose Federal Control of Trade As-
sociations 60

Denver Edison Dealers Form Asso-
ciation 62

Discussion of Radio Problems 66

Review of Trade Conditions in New

England Territory 67-70

Why Tax on Knowledge Should Be

Removed 70

Featuring the Musical Possibilities of

the Talking Machine . 74-75

Trade Happenings in the Quaker City

and Pennsylvania 83-84

Talking Machine Troubles and How

to Remedy Them 88

Interesting Budget of News From the
Dominion of Canada 91

Mid-West Point of View and General

Western Trade News 94-105

"Chick" Evans' Golf Secrets Revealed

Through Records 1 04

National Radio Show in Chicago a

Great Success 1 04

Gleanings From the World of
Music 115-117

The Talking Machine Situation in

Europe 141-143

Late Patents of Interest to the Talking
Machine Trade . . . . 144-145

Advance List of August Bulletins of
Talking Machine Records .... 146-148

1 50

THE TALKING MACHINE WORLD

July 15, 1922

INDEX to ADVERTISERS

mil

h .-■ f *
« o :v j

Acme Die Casting Corp 70

American Felt Co 45

American Mica Works 72

American Talking Machine Co 80

Apex Recording Laboratories 135

Atlantic Instrument Co 50

Barnhart Bros. & Spindler Inside back cover

Bell Hood Needle Co 39

Bell Recording Co 124

Blackman Talking Machine Co 20

Blood Tone Arm Co 105

Boston Book Co IS

Brand, William 70

Bridgeport Die & Machine Co Ill

Brilliantona Steel Needle Co 28

Bruno & Son, Inc., C 71

Bruns & Sons, A 26

Brunswick-Balke-Collender Co. Insert following page 18

Buegeleisen & Jacobson . .......... ^V. 108

Cabinet & Accessories Co 73, 120

Capitol Phonolier Corp 131

Cheney Talking Machine Co 58

Chicago Talking Machine Co 93

Claremont Waste Mfg. Co 11-6

Classified Want Ads 139, 140

Columbia Graphophone Co 16, 17, 34, 39, 42, 45. 50,.'

57, 78, 90, 106, 129, 134, 137

Consolidated Talking Machine Co 52, 102

Corley Co 149

De Forest Radio Telephone & Telegraph Co 125

Diamond Products Co 61

Diaphragm Co 72

Ditson & Co., Chas. H 67

Ditson Co., Oliver 67

Doctorow, D. R 48

Dodge Mfg. Co 63

Dodin, Andrew H 145

Droop & Sons Co., E. F 149

Duo-Tone Co 32

Dyer & Co., W. J 149

Eagle Radio Co 88

Eastern Talking Machine Co 69

Eclipse Musical Co 132

Edison, Inc., Thos. A 30, 31, Back cover

Eight Famous Victor Artists 42

Emerson Phono Co 133

Empire Phono. Parts Co 12

Eshborn, Samuel 55

Feist, Leo 51, 55, 86, 92, 114, 116, 120, 126, 136

Fletcher-Wickes Co 23

Flexlume Sign Co 56

Fox Pub. Co., Sam 116

Fulton T. M. Co . 122

General Phonograph Corp Insert following page 34

General Phonograph Mfg. Co 24

General Radio Corp 127

Gibson-Snow Co 47

Gramophone Co., Ltd 141

Granby Phono. Corp 22

Greater City Phono. Co 13

Gretsch Mfg. Co., Fred 86

Griffith Piano Co. 47

V.g --P. FG.- ..•V/L.-.N.-.PQ-.y.- UV .X -.Zfr-.C.-.fcF. ytt/Jft.- W.-IOP -.R -.T A - C.-f H ; N

*:* <
•~ p *« •

Hall Mfg. Co. .
Harper & Bros.
Harponola Co. .
Health Builders

66
74
19
89

Hessig- Ellis Drug Co. 47

Hough, J. E., Ltd 143

Hough, L. W 68

Ilsley, Doubleday & Co.

Iroquois Sales Co .

Italian Book Co

82
40
33

Jenkins' Sons Co., J. W 115

Jewel Phohoparts Co 62, 95

Jewett Phono. Co 41

Kent Co., F. C 73

Kiefer-Stewart Co 47

Kimball Co., W. W 105

Knickerbocker T. M. Co 10

Kraft, Bates & Spencer, Inc...... 68

Lakeside Supply Co : 104

Lansing Sales Co 70

Lauter Co., H 7S

Lee-Coit-Andreesen Hdw. Co 47

Lidseen Products ;.. 57

Long Cabinet Co., Geo. A 76

Long Island Phono. Co 80

Lyradion Sales & Engg. Co s. . 63

Madison Music Co

Magic Phono. Supply Co

Magn.'wox Co

Magnola T. M. Co

Manhattan Recording Laboratories.

Manufacturers' Phono. Co

Marshall Co., Inc., C. L

McMenimen, H. N

Mellor Co., C. C

Melody National Sales Co

Mermod & Co

103

Mickel Bros. Co 112

Minneapolis Drug Co 47

Mittenlhal, Inc., Jos 117, 129, 134

Modernola Co 60

Montagnes, I., & Co 47

Moore-Bird & Co 47

M. S. & E 47

Mutual Phono. Parts Co 35

National Deca'.comania Co 84

National Metals Depositing Corp 124

National Publishing Co 18

Netschert, Frank 88

New England Talking Machine Go 69

New York Album & Card Co 4

New York Talking Machine Co 93

Nye & Co., Wm. F 35

Ogden Sectional Cabinet Co., Inc 21

Ormes, Inc 9

Oro-Tone Co 103

Orsenigo Co 109

Osland, Inc : 129

Outing T. M. Co 119

Pace Phono. Co 117

Pathe Freres Phono. Co 14

Peabody & Co., Henry W 118

Pearsall Co., Silas E 15

Peckham Mfg. Co 45

Peerless Album Co 11

Penn Phonograph Co 83

Perfection Talking Machine Co 137

Phillips Phono. Parts Co;, V/m. 48

Phon-O-Game Co 44

Phonomotor Co — : . . . . . 64

Phonotcne Co 84

Plaza Music Co '. 27, 82

Pleasing Sound Phono. Co 108

Plywood Corp 33

Prima Radio Co 113

Oualitiephone Sales Co 126

Raymond Engg. Co. . . .

Regal Record Co

Rene Manufacturing Co.
Repeat-A-Record Co. . .

Rex Gramophone Co 142

Seaburg Mfg. Co

Self-Lifting Piano Truck Co.

Shelton Elec. Co

Sherburne Mfg. Co

Sherman, Clay & Co

Silent Motor Corp 130

Simplex Elec. Phono. Motor Co 36

Smith Drug Co., C. D 47

Sonora Distr. Co. of Texas 47

Sonora Co. of Philadelphia 47

Sonora Phonograph Co., Inc.. Inside front cover, 46. 47, 87

Sonora Phonograph Co. of Pittsburgh . ... 47

Southern Drug Co ..v.. . 47

Southern Sonora Co 47

Southwestern Drug Co 47

Sphinx Gramophone Motors 43

Sprague Radio Corp 123

Starr Piano Co 54

Steger & Sons Piano Mfg. Co 65

Sterling Devices Co 101

Sterno Manufacturing Co 128

Strevell-Paterson Hardware Co 47

Swanson Sales Co 25

Talking Machine Supply Co 139

Talking Machine World Trade Directory S5

Templar Mfg. Co 98

Toledo Talking Machine Co 149

Udell Works

LTnit Construction Co

United Mfg. & Distr. Co.
United Music Stores

107

Universal Fixtures Co 122

.Unyversal Utylyty Unyts Co 98

Val's Accessory House 55

Van Houten, C. J., & Zoon 47

Van Veen & Co. 110

Vicsonia Mfg. Co ■ 114

Victor Talking Machine Co Front cover, 5, 7

Walbert Mfg. Co. :■■ 99

Wall Kane Mfg. Co 29

Walthall Music Co 47

Weymann & Son, H. A. 84

Whitsit Co., Perry B. 78

Widdicomb Furniture Co 121

Williams Co., G. T. . ." 81

Wimpfheimer & Bro., A 34

Wolf Mfg. Industries 100

Yahr & Lange Drug Co W. 47

Zimmerman-Bitter Constr. Co.

THE TALKING MACHINE WORLD

^©©©©©@©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©^©©©©©©©©©©@©©©^^

^Uke NEW Scotf ord Tonearm

and Superior

Reproducer

CA new external shape
of grace and beauty^
without changing the
internal design:

STYLE NO. 1 FINISH
A combination of Nickel or Gold Plate and Black Rubber Japan

STYLE NO. 2 FINISH
A different combination of Nickel or Gold Plate and Black Rubber Japan

The

NEW

That same an&le turn with the solid inclined plane
deflecting the sound waves straight downward into
amplifying chamber. That same famous Scotford
tone. — the tone of refinements- genuinely musical.
Now in a tonearm of accepted, conventional, popu-
lar design. WRITE FOR SAMPLES.

New Construction

The lon& straight tube is of drawn
Yellow Brass. Tonearm Base, Main
Elbow and Connection Elbow and
the Reproducer Frame, Face Rin&
and Back Plate are cast of TENSO
White Brass Alloy — an alloy more
than double the tensile strength of
cast iron- — 'much stronger, harder
and lighter in weight than ordinary
white metal alloys. New dies have
been produced for casting all parts .
The new parts are solidly cast, and
are very substantial and durable.

STYLE No. 3 FINISH '
All parts Plated in Nickel or Gold

i©®@©©©©©@©©©@@©© ©©©©©©©©©©©©©©©©©© Monroe and Throop Streets

In ordering specify whether Reproducer should have Plain Gilt Plate or" Superior " Name
Plate. To obtain Individual Name Plate, customer must furnish Decalcomania Transfer

Samples Will be Submitted on Approval

Style 1 Tonearm lon&tube and main
elbow, Reproducer face rinfe and
back Black Japanned ; other parts
Plated.

Style 2 Tonearm lon& tube and main elbow Plated, base Black Japan-
ned; Reproducer back Black Japanned, the face rinfe and frame
Plated.

Style 3 All parts of Tonearm and Reproducer are Plated.

Gold $ 9.00
Gold 10.00
Gold 11.00

No. 1 New Scotford Tonearm and Superior Reproducer . Nickel $7.00
No. 2 New Scotford Tonearm and Superior Reproducer . Nickel 7.75
No. 3 New Scotf ord Tonearm and Superior Reproducer . Nickel 8.50

Samples Prepaid at the Above Prices

Write for Our
Specification Sheet and Quantity Price List

BARNHART BROTHERS
& SPINDLER

CHICAGO, ILLINOIS ©

*©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©

NO PHONOGRAPH, even though
it be Mr. Edison's latest achieve-
ment, can be quite complete, just as
no rare gem can be quite perfect
until a setting is produced that is
worthy of it.

SEE

The settings of four New Edison Consoles in period
designs are displayed on pages 30, 31.

THOMAS A. EDISON, Inc.

ORANGE, NEW JERSEY

JOBBERS OF THE NEW EDISON, EDISON RE-CREATIONS, THE NEW EDISON DIAMOND AMBEROLA

AND BLUE AMBEROL RECORDS

CALIFORNIA
Los Angela — Edison Phonographs,
Ltd.

San Francisco — Edison Phonographs,
Ltd.

COLORADO
Denver — Denver Dry Goods Co.

GEORGIA

Atlanta — Phonographs Inc.

ILLINOIS

Chicago— The Phonograph Co.
Wm. H. Lyons (Amberola only).

INDIANA
Indianapolis — Kipp Phonograph Co.

IOWA

Dea Moines— Harger & Blish.

LOUISIANA
New Orleans— Diamond Music Co.,
Inc.

MASSACHUSETTS
Boston — Pardee-EUenberger Co.
Iver Johnson Sporting Goods
Co. (Amberola only).

MICHIGAN
Detroit — Phonograph Co. of Detroit

MINNESOTA
Minneapolis — Laurence H. Lucker

MISSOURI
Kansas City — The Phonograph Co.

of Kansas City.
St. Louis — Silverstone Music Co.

MONTANA
Helena — Montana Phonograph Co.

NEBRASKA
Omaha — Shultz Bros.

NEW JERSEY
Orange — The Phonograph Corp. of
Manhattan.

NEW YORK
Albany — American Phonograph Co-
Syracuse — Frank E. Bolway & Son,

Inc., W. D. Andrews Co.

(Amberola only).

OHIO

Cincinnati — The Phonograph Co.
Cleveland — The Phonograph Co.

OREGON
Portland — Edison Phonographs, Ltd.

PENNSYLVANIA
Philadelphia — Girard Phonograph

Co.

Pittsburgh — Buehn Phonograph Co.
Williamsport — W. A Myers.

RHODE ISLAND
Providence — J. A. Foster Co.
(Amberola only).

TEXAS

Dallas— Texas-Oklahoma Phono-
graph Co.

UTAH

Ogden — Proudfit Sporting Goods Co.

VIRGINIA
Richmond— The C. B. Haynes Co.,

Inc.

WISCONSIN
Milwaukee — The Phonograph Co. of
Milwaukee.

CANADA
Montreal — R. S. Williams & Sons

Co., Ltd.

St John— W. H. Thome & Co., Ltd.
Toronto — R. S. Williams & Sons

Co., Ltd.
Vancouver — Kent Piano Co., Ltd,
Winnipeg— R. S. Williams & Sons

Co.. Ltd.
Babson Bros. (Amberola only).

VOL. XVIII. NO. 8

SINGLE COPIES. 25 CENTS
PER V EAR. TWO DOLLARS

^TALKING ^

MHHMMMMHHMHf - a - -■ - -»

Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, August 15, 1922

The best-known trademark in the world

designating the products of theVictor Talking Machine Co.

Entered as second-class matter May 2, 1905. at the post office at New York, N. Y., under the act of Congress of March 3. 1879.

THE TALKING MACHINE WORLD

STHE INSTRUMENT OF QUALITY
CLEAR AS A BELL

The Highest Class Talking Machine in the World

Sonora Makes Sales Where

Others Fail

HEPPLE WHITE
PEMBROO.,
$165

BABY GRAND
$200

Thousands of sales are lost by dealers
who do not carry the- Sonora. The pros-
pects who say "they are not ready to buy",
the purchaser who says she "will look
around a bit further" — how large a per-
centage of these people could be turned
into buyers if you offered them Sonora's
exceptional tone and splendid values.

The Sonora has always been built to
sell and stay sold. No possible advantage
has been neglected. The new Sonoras
have carried tone perfection beyond
former dreams of possibility. The cabinets
are soundly constructed and alluring in
appearance. The exclusive features can-
not be duplicated or equaled.

That Sonora makes sales where others
fail is demonstrated regularly by the fact
that so many big stores that have long
held out are one by one becoming Sonora
representatives.

Sonora Phonograph Company, inc.

GEORGE E. BRIGHTSON, President

279 BROADWAY NEW YORK

Canadian Distributors: I. Montagnes & Co., Toronto

The Easiest Portable to Sell

It's never "too late in the season" to
sell the Sonora Portable. At $50 it
represents such a wonderful value that
it sells regardless of seasons — and a
Portable owner is a good prospect for
a larger Sonora.

The Talking* Machine World

Vol. 18. No. 8

New York, August 15, 1922

Price Twenty-five Cents

PADEREWSKI TO MAKE CONCERT TOUR OUR EXPORTS OF TALKING MACHINES WOMEN DO THE BULK OF BUYING

Famous Pianist and Statesman Will Give Lim-
ited Number of Recitals Next Winter — Is
Again in Evidence in the Record Field

The members of the talking machine trade will
receive with no small degree of pleasure the
news that Ignace J. Paderewski, the world-
renowned pianist and former Premier of Poland,
his native land, has decided to re-enter the con-
cert field next Winter, following his return from
Europe. He will be heard in a limited number
of concerts in the United States and Canada

Ignace Jan Paderewski
through the medium of his favorite piano, the
Steinway.

For some years it had been assumed that his
artistic career in the musical field was at an .end,
but previous to his departure for Europe early
this month, after a long rest at his ranch in Cali-
fornia, he permitted it to be known that he
would again be heard in concert, much to the
delight of millions of admirers. Paderewski is
one of the unique characters of history, being
composer, pianist and statesman, in each of
which posts he has scored a success.

Paderewski is represented in the Victor catalog
by seven records which he made shortly before
he assumed the troublous paths of leadership as
Premier in 1917.

It is pleasing to note, however, that in the
September Victor list Paderewski is again in
evidence with a record of his own Nocturne in
B Flat. This, the first Paderewski record in
many years, is significant. It may be expected
that the great pianist will reach his admirers
through other records now that he chooses to
resume his great role in the world of music.

LEONARD WITH COLLINGS & CO.

Joins Traveling Staff of Newark Distributors-
Business Shows Improving Trend

Ernest C. Leonard was recently added to the
traveling staff of Collings & Co., the well-
known Victor distributors, of Newark. N. J.
He will divide up the territory with David Roche
and A. J. Wilckens, who already represent the
Collings firm.

Harold J. Lamor. manager of the sales and
order departments of the company, in a chat
with The World, stated that Jul}' business
showed much increased activity. The sales
campaign recently inaugurated by the Collings
firm received a gratifying response from the
dealers in the territory in which they serve and
indications, seemingly, are that business for the
balance of the year will show increasing gains.

Exports and Imports of Talking Machines and
Records Show a Decreasing Tendency as Com-
pared With Last Year — Our Buyers

Merchants Must Pay Attention to Details Which
Please Fair Sex to Hold Patronage

Washington*, D. C, August 10. — In the summary
of exports and imports of the commerce of the
United States for the month of May. 1922 (the
latest period for which it has been compiled),
which has just been issued, the following figures
on talking machines and records are presented:

The dutiable imports of talking machines and
parts during May, 1922, amounted in value to
$29,688, as compared with $61,370 worth which
were imported during the same month of 1921.
The eleven months' total ending May, 1922,
showed importations valued at $492,302, as com-
pared with $733,520 worth of talking machines
and parts during the same period of 1921.

Talking machines to the number of 3,736,
valued at $141,513. were exported in May, 1922,
as compared with 2,564 talking machines, valued
at $115,000, sent abroad in the same period of
1921. The eleven months' total showed that we
exported 34,387 talking machines, valued at
$1,392,206, as against 65,330 talking machines,
valued at $2,951,283 in 1921.

The total exports of records and supplies for
May, 1922, were valued at $110,598, as compared
with $212,986 in May, 1921. The eleven months
ending May, 1922, show records and accessories
exported valued at $1,385,331; in 1921, $2,817,134.

The countries to which exports were made in
May and the values thereof are as follows:
United Kingdom, $11,515; Canada. $42,334; Cen-
tral America, $4,232; Mexico, $13,526; Cuba,
$2,328; Argentina, $7,827; Chile, $150; other
South American countries, $9,603; China, $3,485;
Japan, $7,897; Philippine Islands, $1,394; Aus-
tralia, $16,985; other countries, $20,237.

The women of the Nation are the shoppers
of to-day. Statistics from authentic sources
show that in almost all lines of business by
far the greater percentage of customers are
women and even in those establishments classed
as distinctly menjs shops women do a large
percentage of the buying for their men folks
and practically all purchases for the home are
first endorsed by the woman who rules it before
the purchase is made.

W ith these facts in mind, there can be little
doubt that the merchandiser of a product such
as the talking machine must exert particular
efforts to attract members of the fair sex to his
establishment.

Now women are basically different from men
in that they have and develop certain prejudices
through little things which a man would never
notice and if he did he would tolerantly pass
by as irrelevant.

A few examples of the things which please
women most are courtesy, cleanliness, artistic
arrangement of stock and the appearance of
the men or women in the store with whom they'
come in contact. No explanation concerning the
achievement of these things is necessary. Any-
one with a grain of sense and a little energy-
can accomplish them.

ELMAN MUSICAL ART CORP. FORMED

One of the most recent additions to the talking
machine field of New York City is the Elman
Musical Art Corp., which has been incorporated
in this State, with a capital of $500,000. M. S.
and M. Elman are the incorporators.

WHY NOT A NATIONAL RECORD WEEK LATE THIS FALL?

Time for Vigorous Action by Talking Machine Retailers to Develop Trade — Must Arouse the In-
terest of the Buying Public in Their Line — Live, Persistent Campaign Needed

Put yourself in your customer's place occa-
sionally and watch results.

See second last

Record trade has been quiet. Whether this is
due to the indifference of the public, or the
dealer, is a question for the doctor to decide.
The fact remains that the Fall will soon be
with us, and it is time for dealers to wake up
to a realization of the fact that records must
be sold — that a new interest must be revived in
their wonderful merits as one of the greatest
entertainers in history.

A year or more ago when the automobile
business was so dull that many dealers talked
of retiring from the field what did the leaders in
that industry do to stimulate interest? Did they
arrive at the conclusion that the public was over-
sold on automobiles? No, they- just started a cam-
paign to show the essentiality of the automobile
and theyr stuck at their guns until they- converted
the public back again to the greatest demand
for automobiles in history.

Now, we are not selling automobiles, or buy-
ing them, but what was done byr the automobile
people can be done by the record people if a
real, earnest effort is made. The manufacturers
and jobbers can do their share, but the dealer,
after all, is the man who must do the greatest
amount of work, for he has the direct contact
with the buyer.

Why- not a National Record Week in one of
the late Fall or early Winter months? Why- not
educate the public to the wonderful variety
of records made and handled? To this end
utilize the newspapers, the display- windows, use
special contest literature and inaugurate a live
personal contact campaign by the sales force
that will awaken the people to a realization of
the great musical value of the talking machine

page for Index of Articles of Interest in this issue

record. Let the campaign be taken up by
the schools and by every-one having to do with
the advancement of music in America. Indeed,
a National Record Week might be conducted
somewhat on the plan of the Music Week,
but in this instance the great aim would be
to revive interest in the records — to educate
people to their importance and value, and to
a recognition of the great army of artists who
are associated with the product.

It will be noted that other industries are
moving goods by unusual publicity and sales
efforts. It will never do for the talking ma-
chine trade to wait for the public to resume its
enthusiasm for talking machine records. Deal-
ers must be ready to educate the public afresh
to the wonderful mission of the machine and
to the record as an educator as well as an
entertainer. Buyers must be made to realize that
they are able to bring into their home, at a
remarkably small expenditure of money, a galaxy
of artists whose voices would cost thousands of
dollars to hear in the opera or concert hall.

There must be vigorous action if results are
to be had, and it is up to the manufacturers,
distributors and dealers to give this matter
consideration. But whether a National Record
Week or not, the fact remains that dealers
must be alive to . the necessity of presenting
their products in some unusual manner this Fall
to. win new attention from their .customers and
public. Let each individual dealer concentrate
his attention on how this may- best be done.
Then let him get in touch with his local Associa-
tion or his jobber and tell them how a campaign,
such as has been suggested, might be conducted.

of The World

THE TALKING MACHINE WORLD

August 15, 1922

|!!l!l!illl!IIIIIIIIIIIIIIIIIIHIIIIIIIIIIIIlllllllllllllllllllllllllllllllllli

I Neglected Complaints Result in Loss of j
I Trade and Considerable Harmful Publicity |

lllllll!i!l|]!l|]|]l!ll!lllllllllll!lll!l!llll!lllllllllllllll!llllll]||U^

The merchant, or salesman, who lets com-
plaints go in one ear and out the other, unless
the complainant is persistent enough to win at-
tention as a means of keeping peace, is some-
times making a bigger mistake than he realizes,
for a complaint, even if it is not justified, is like
the plague, and, unless checked in the beginning,
is liable to spread and cause irreparable damage.

A dealer handling a well-known line of ma-
chines and records was canvassing the residents
of a select section of the city recently when he
began to pick up a story of a man in that sec-
tion who had purchased a machine of the same
make he was selling and found it unsatisfactory.
After several prospects had indicated their in-
tention of buying another make of machine be-
cause of this man's experience the dealer felt it
incumbent upon him to investigate the matter,
even though he had not sold that particular ma-
chine.

He called upon the man from whom the com-
plaint emanated and had to listen to a lengthy
lecture regarding the deficiencies of the outfit
before he could find the opportunity to explain
that it was his desire not to sell another ma-
chine, but to inspect the one already installed and
see what was the trouble. A cursory inspection
showed that the reproducer was in bad condi-
tion, the diaphragm being cracked and the rub-
ber gaskets being hard and unyielding.

He also found that one of the springs of the
motor was broken, which formed the basis for
the owner's complaint that the motor jumped and
would not play more than two records without
rewinding.

Under ordinary circumstances it would have
been a simple matter to have explained the diffi-
culties and arranged for the necessary repairs
and adjustments, but the owner in this case main-
tained that the machine had been in that condi-
tion for a year and from within a week after it
had been delivered. He had bought records for
a time and told his dealer of the trouble, but
the latter evinced little interest and the purchase
of records stopped. Neither dealer nor his sales-
man had called at the house since the outfit was
purchased.

It took some first-class salesmanship to prove
to the machine owner that the case was an excep-
tional one and was due to the carelessness of one
dealer rather than to any fundamental weakness

in the machine. Arrangements were quickly
made for having the machine put in first-class
playing condition, for which the owner agreed
to pay. The result was general satisfaction all
around.

The dealer who made the investigation told
frankly why he had gone out of his way to look
into the matter and the machine owner was
quick to acquaint his friends with the service
he had received and his satisfaction with the in-
strument after it had been repaired. The direct
results of the investigation were the listing of a
new record customer in the person of the ma-

m Complaints Offer an jj

J Opportunity for Serv- 8

| ice Which Will Re- |

jj suit in Business Ex- H

■ pansion and Profits m

chine owner in question, the sale of a number of
machines to his friends and, finally, to the check-
ing of a complaint that had threatened to cause
many hundreds of dollars of loss to at least one
talking machine manufacturer and his dealers.

It happens frequently that a talking machine
dealer is faced with unjust complaints and his
patience is sorely tried in meeting demands that
are frankly ridiculous, but at the same time every
complaint should be looked into regardless of
how unfair it may appear on the surface.

It happens frequently that a machine owner,
and particularly a new one, grows quite enthu-
siastic over the instrument and champions its
qualities among his friends, but it happens just
as frequently that the owner becomes dissatisfied
and blames his particular make of machine in-
discriminately for his dissatisfaction and then
proceeds to tell his friends and the world at
large just how rotten the product is in his esti-
mation.

iiiiiiiiilllllliillllllllllllllllllllllUlllllllllllllllM
There is no worse sales killer in the world
than one of these individuals with a grudge and
if he can be headed off, even at an expense of time
and money out of proportion to the value of his
individual trade, the talking machine dealer is
really accomplishing something. He is saving
future business.

It does not always mean that the dealer must
not show firmness in dealing with those cus-
tomers who are unquestionably unjust and per-
haps fraudulent in their claims. Firmness is most
desirable where it appears necessary in handling
a complainant, but the main thought is to look
into the complaint in every instance. It is the
neglected complaint that kills the budding sales.

JOHN ELLIOT CLARK CO. EXPANDS

Well-known Salt Lake Victor Distributor Takes
Over Orton Bros. Wholesale Victor Interests
in Montana Territory — An Important Move

Butte, Mont., August 5.— The John Elliott Clark
Co., of Salt Lake City, has taken over the agency
for the Victor Talking Machine Co. and has given
to Butte a new wholesale Victor house, to be
located at 224 South Main street. The agency
was formerly handled by Orton Bros., Butte
music dealers, who for years served the mer-
chants of Butte and Montana with Victor goods
in the wholesale department.

The John Elliott Clark Co. is now the exclusive
wholesale distributor for the Victor people in
this territory. The Salt Lake City house of this
concern is one of the largest in the West, and it
is purposed to make the new local firm one of the
leaders in point of service in that field.

Orton Bros, will continue to handle the Vic-
tor line of talking machines and records for the
retail trade.

BALLOONS BRING PUBLICITY

St. Louis, Mo„ August 3. — Bauer's Music House,
one of the live-wire Victor dealers of this city, is
gaining considerable publicity through the me-
dium of toy balloons with the firm name and a
brief message upon them. The balloons are given
to automobilists and children. The firm is also
featuring its library of foreign records by con-
sistent advertising.

THE TALKING MACHINE'S HELPMATE

NYACCO Albums Aid
Fall Business

Right Price, Service, Increased Sales,
Quality, Strength and Durability — all are
found in NYACCO albums.

These qualities mean dollars and cents
to you. Plan now for your fall business.
Plan to sell NYACCO albums this fall.
NYACCO albums make satisfied cus-
tomers and develop reorders.

Write us for quotations and prices —
Today.

A beautiful colored display card mailed
upon request. JOBBERS and DIS-
TRIBUTORS— How many do you want?

The Only Loose-Leaf Record
Album on the Market

New York Album & Card Co., Inc.

NEW YORK

23-25 Lispenard St.

A. W. CHAMBERLAIN

Naw England Factory Representative
174 Tramont St.. Boston, Mats.

CHICAGO

415-417 S. Jefferson St.

August 15, 1922

THE TALKING MACHINE WORLD

Victor supremacy
is the supremacy
of performance

Of performances past and present. Just
as the Victor has occupied its position of
leadership for a quarter-century, so it con-
tinues to lead the way in the talking-machine
industry.

Victrola VI, $35

Mahogany or oak

Victor Wholesalers

Atlanta, Gs,

Brooklyn, N. \ ,
Buffalo, N. Y. . ,

• Elyea Talking Machine Co.
Phillips & Crew Piano Co.

Baltimore, Md Cohen & Hughes

E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons, Inc.
Birmingham, Ala. . .Talking Machine Co.

Boston, Mass Oliver Ditson Co.

The Eastern Talking Machine
Co.

The M. Steinert & Sons Co.

.American Talking Mach. Co.
G. T. Williams Co., Inc.

.Curtis N. Andrews
Buffalo Talking Machine Co.,
Inc.

Burlington, Vt American Phonograph Co.

Chicago, ni Lyon & Healy

The Rudolph Wurlitzer Co.
Chicago Talking Machine Co.

..Ohio Talking Machine Co.
The Rudolph Wurlitzer Co.

..Cleveland Talking Machine
Co.

The Eclipse Musical Co.

Columbus, O The Perry B. Whitsit Co.

Dallas, Tex Sanger Bros.

Denver, Colo The Knight-Campbell Music

Co.

Des Moines, la Mickel Bros. Co.

Detroit, MJch Grinnell Bros.

Elmlra, N. Y Elmira Arms Co.

El Paso, Tex W. G. Walz Co.

Honolulu, T. H....Bergstrom Music Co., Ltd.

Houston, Tex The Talking Machine Co. of

Texas

Jacksonville, Fla..The French Nestor Co.

Kansas City, Mo J. W. Jenkins Sons Music

Co.

The Schmelzer Co.
Los Angeles, Cal. .. .Sherman, Clay & Co.
Memphis, Tenn O. K. Houck Piano Co.

Cincinnati, O.
Cleveland, O..

Milwaukee, Wis....
Minneapolis, Minn.

Mobile, Ala

Newark, N. J

New Haven, Conn..

New Orleans, La...
New York, N. Y. . .

Oklahoma City,
Okla

Omaha, Nebr.

Peoria, 111

Philadelphia, Pa.

Pittsburgh, Pa.

Portland, Me

Portland, Ore

Richmond, Va

Rochester, N. Y...
Salt Lake City, U..
San Francisco, Cal.

Seattle, Wash

Spokane, Wash

St. Louis, Mo

St. Paul, Minn

Syracuse, N. Y

Toledo, O

Washington, D. C..

.Badger Talking Machine Co

.Beckwith, O'Neill Co.

.Wm. H. Reynalds

.Collings & Co.

.The Horton-Gallo-Creamer
Co.

. Philip Werlein, Ltd.

. Blackman Talking Mach. Co.

Emanuel Blout.

C. Bruno & Son, Inc.

Charles H. Ditson & Co.

Knickerbocker Talking Ma-
chine Co., Inc.

Musical Instrument Sales Co.

New York Talking Mach. Co.

Ormes, Inc.

Silas E. Pearsall Co.

.Oklahoma Talking Machine
Co.

.Ross P. Curtice Co.

Mickel Bros. Co.
.Putnam-Page Co., Inc.
.Louis Buehn Co., Inc.

C. J. Heppe & Son.

Penn Phonograph Co., Inc.

The Talking Machine Co.

H. A. Weymann & Son, Inc.
.W. F. Frederick Piano Co.

C. C. Mellor Co., Ltd.

Standard Talking Mach. Co.
.Cressey & Allen, Inc.
.Sherman, Clay & Co.
.The Corley Co., Inc.
. E. J. Chapman Co.
.The John Elliott Clark Co.
.Sherman, Clay & Co.
.Sherman, Clay & Co.
.Sherman, Clay & Co.
.Koerber-Brenner Music Co.
,VV. J. Dyer & Bro.
.W. D. Andrews Co.
.The Toledo Talking Machine
Co.

• Cohen & Hughes
E. F. Droop & Sons Co.
Rogers & Fischer

Victrola IX, $75

Mahogany or oak

Victrola No. 100
$150

Mahogany, oak or walnut

Victrola No. 120
$275

Victrola No. 120, electric, $315.00

Mahogany or oak

Victrola

REG U S PAT. OFF

"HIS MASTER'S VOICE"

Important Look for these trade-marks. Under the lid. On the label.

Victor Talking Machine Company

Camden, New Jersey

THE TALKING MACHINE WORLD

August 15, 1922

aillllll!lllllllll!l!l!llllll!llllllll|[]|||!lll!ll^

I How Continuous, Intelligent Advertising |
i Has a Tremendous Trade-Making Influence I

&lllllll!IIIHI!l!lllllllll!l!!lil!!!!llllll!I!lllllll^

The inclination toward a general let-down in
business activities during the Summer that ap-
parently affects so many members of this and
other industries frequently extends to the adver-
tising and the result is a curtailment of publicity
of all kinds during the heated season that is not
only unwise but actually means money lost. No
merchant with the average run of trade would
think of closing his store for three or four months
in the year and then be faced with the subsequent
problem of winning back his customers from
competitors who kept right on doing business,
and yet that same merchant, or manufacturer, for
that matter, will discontinue or cut down his ad-
vertising when what he accepts as the dull period
of the \-ear approaches.

Man}- erstwhile liberal advertisers fail to real-
ize that when their advertising campaigns are
stopped or curtailed for even a comparatively
short period they are checking the business mo-
mentum developed by the advertising already
done and are losing much of the value of the pre-
vious advertising. In fact, the loss in that direc-
tion may come close to offsetting any actual
cash saving through a temporary discontinuance
of the campaign.

The fact that in many sections of the country
20 and 25 per cent of the merchants are doing
close to 80 per cent of the business affords strik-
ing proof of what happens when the majority of
retailers apparently accept things as they come
and rest on their oars while waiting for improved
conditions. The retailer who advertises consist-
ently and persistently throughout the so-called
dull months, even though he may not use the
volume of space warranted during the pre-holi-
day season, is keeping up with the procession,

■

and although the direct results may not seem to
be large he is at least holding his own with com-
petitors, keeping fairly active, and is maintaining
his status among the merchants of his community
against the time when that status will mean real
patronage.

The modern advertiser doesn't insert his copy
spasmodically as the spirit moves him, but makes
his appropriation intelligently and lays out his

m Curtailment of A doer- m
jj tising Checks the ■
m Business Momentum jj
■ Developed by Adver- ■
H tising Already Done ||

entire campaign for the year so that he knows
just about w:hat proportion of his overhead will
be devoted to advertising. In this campaign
every month in the year is properly taken care
of, with special attention, of course, given to
those months when extra selling effort is war-
ranted, as. for instance, the Fall and pre-
holiday period. Under this plan there are no
gaps left in the advertising throughout the year
and the results are therefore calculated to be the
more satisfactory.

That talking machine merchants recognize the
fact that stock copy will not do for Summertime
is evidenced by the increasing number of retailers
who have been presenting sales arguments in
their advertisements calculated to make a spe-
cial appeal at this season. The arguments take
various forms, but are all designed to overcome
the tendency of certain elements to put off musi-
cal instrument buying until cool weather.

The business mad should no more think of
cutting out advertising at any period than he
would think of closing down his establishment
and taking the sign off the door. His advertis-
ing is what keeps his name before the com-
munity and the regularity with which it appears
represents the power that influences prospective
buyers who select his store from among several
as the one to receive patronage when they reach
the point where they are ready to buy.

Mark Twain's story of the spider that looked
over the newspaper files to learn the address
of a non-advertiser so he could go where his web
would not be disturbed carries a moral that is
just as true to-day as' it was wrhen the story was
first told.

USES SONORA TO BROADCAST

The Sonora Phonograph Co. recently received
a letter from the Delta Electric Co., of Worces-
ter, Mass.. reading as follows: "It may be
of interest to you to know that this broad-
casting station is using a Sonora and. has had
very satisfactory results. In fact, during one
concert the tone of this instrument was so
clear that it was difficult to convince listeners
that we were using a phonograph."

Main Wholesale Depot:
741 Mission Street, San Francisco

Branch Wholesale Depots:

10th and Santee Sts., Los Angeles, California

N.W. Corner 13th and Glison Streets
Portland, Oregon

Oceanic Bldg., Cor. University and Post Sts.
Seattle, Washington

330 W. Sprague Ave., Spokane, Washington

Victor Victrolas— Victor Records— Victor Accessories

Sherman Kay & Go.

Pacific Coast Distributors

Five Wholesale Depots for Your Convenience

August 15, 1922

THE TALKING MACHINE WORLD

Victor supremacy is the
supremacy of performance

Victrola IV, $25

Oak

Victrola No. 90
$125

Mahogany, oak or walnut

Chaliapin, Jeritza,
Schipa, New York Phil-
harmonic Orchestra —
every new name added to
the list of famous Victor
artists further strength-
ens the position of every
dealer in Victor products.

&j Victrola

-HIS MASTER'S VOICE" reg.u s pat.off.

Important Look for these trade-marks. Under the lid. On the label.

Victor Talking Machine Company

Camden, New Jersey

THE TALKING MACHINE WORLD

August 15, 1922

(Registered in the U. S. Patent Office)

PUBLISHED BY EDWARD LYMAN BILL, Inc.

J. B. SPILLANE, Editor
RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors
L. M. ROBINSON, Advertising Manager
L. E. BOWERS, Circulation Manager

Trade Representatives: A. F. Carter, Wilson D. Bush, C. Chace, Edward Lyman
Bill, V. D. Walsh, E. B. Munch, C. R. Tighe, Scott Kingwill, A. J. Nicklin

Western Division: Republic Building, 209 So. State Street, Chicago, 111. Telephone,

Wabash 5242

Boston: John H. Wilson, 324 Washington Street
London, Eng., Office: 2 Gresham Building, Basinghall St. W. Lionel Sturdy, Mgr.

The Talking Machine World has regular correspondents located in all of the principal
cities throughout America.

Published the 15th of every month at 373 Fourth Ave., New York.

SUBSCRIPTION (including postage): United States, Mexico, $2.00 per year; Canada,
$3.00; all other countries, $4.00. Single copies, 25 cents.

ADVERTISEMENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.

KEMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Tost Office Money Order.

tW NOTICE TO ADVERTISERS — Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.

Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York

NEW YORK, AUGUST 15, 1922

PLANS FOR DEVELOPMENT OF FALL TRADE

WITHIN a few weeks vacationers will begin to flock back to their
homes to settle for the Winter, and the season will arrive when
talking machine dealers will find the opportunity for cashing in on
the efforts and advertising of the Spring and Summer months and
realize sales in increasing numbers.

Of particular interest this year has been the great volume of
business done in portable talking machines of various types. A num-
ber of dealers have been frank to declare that the sale of portables,
and the records that go with them, have proven their salvation during
the Summer months. As talking machine values go the sale of a
portable model does not represent a big transaction in itself, but it
has a double value that should not be overlooked, because, for every
portable model that is sold to the owner of a large cabinet machine,
there are probably two sold to those who own no other machine.
Therefore, it behooves the retailer to comb over his list of purchasers
of portable machines very thoroughly with the idea of interesting
them in larger models for installation in their permanent residences.

The idea is not a new one in any sense, as for years dealers
have sold small models of machines with the idea of exchanging
them for large cabinet types when the interest of the purchaser had
been aroused to the proper pitch. There is no question but that
many portable machines have acted as missionaries in acquainting
individuals with the musical possibilities of the talking machine and
accompanying records, and this new appreciation is ready to be capi-
talized by the retailer who understands it and follows it up ener-
getically. In other words, the list of buyers of portable machines
does not represent a list of closed machine accounts, but rather a
prospect list for larger sales.

KEEPING THE BUSINESS HOUSE IN ORDER

CONDITIONS in the talking machine trade, and for that matter
in business circles generally, during the past few months have
been calculated to lend considerable importance to the question of
dealer financing, and there has naturally been much discussion of
this subject by the dealers themselves, as well as by manufacturers
and wholesalers.

The question of financing retailers who make a practice of selling
on instalments has been a pertinent one in many 'ines of business,

and has only been partially solved in many instances owing to the
credit conditions frequently involved.

The fact that instalment paper is often frowned on by bankers
is not because it has little intrinsic value, but because the payments
are so long drawn out that it means a tying up of the banker's
money for a lengthy period, and represents an investment rather
than a loan. This condition has prevailed particularly in the piano
trade, where credit terms of from thirty to forty months or more
are common.

A banker in discussing piano paper recently pointed out that
bankers were not enthusiastic about long-time paper, but desired a
quick turnover, despite the fact that his experience has shown that
even long-time piano paper paid 100 per cent as a general rule if
collections were carefully followed.

In the light of the experience of other industries, there appears
to be no reason why talking machine dealers cannot keep their
business houses in order and do business on terms that will make
their instalment paper attractive to bankers. The average talking
machine instalment contract is paid out within the year and in a
goodly proportion of cases can be so arranged as to pay out within
six months or so. While this business may not appeal to bankers
quite as much as call loans, it nevertheless compares very favorably
with the usual run of commercial paper.

Talking machine dealers have the advantage of seeing what
long-term contracts have done to retailers in other fields, and can
very easily make it a point to avoid those pitfalls and keep their credit
terms within reason. Simply to charge interest on a long-term
contract does not solve the problem, because that means the dealer
himself is acting as banker. What he wants is to have his instalment
paper in such shape that it represents a more or less liquid asset
and attractive collateral.

The easing up of the financial and banking situation and the
reduction of discount rates by Federal Reserve Banks is calculated
to benefit the retail merchant who is doing an instalment business,
but doing it conservatively and on a sound credit basis. He may
perhaps in a pinch have to go to a discount company to tide him
over, but the bulk of his paper, and ordinarily a sufficient amount to
keep him going if he has adequate capital to start with, should be
discounted by his regular bank. Where there is lack of capital at
the outset, there are few financing plans that will bring relief except
at a premium almost prohibitive.

The talking machine dealer handling nationally known and estab-
lished lines of machines and records has substantial collateral in his
good will and franchise rights, as well as in his instalment contracts.
If his business ability and integrity will stand the test, it is to be
assumed that he has a genuine opportunity to build up and maintain
a substantial volume of business under the protection of definite
selling rights. He is dealing in a product that ordinarily suffers
little, if any, fluctuation in value, and if he deals with his customers
on a sound credit basis his standing with the bank should be assured.

The danger lies in offering extravagant and unsound terms in
an anxiety to increase sales volume without giving thought to the
individual financing problems of the immediate future.

| WEDDING THE FILM AND "TALKER" RECORD

ON several occasions during the past year or so there have been
published reports of more or less successful attempts to produce
talking moving pictures, through the synchronization of the motion
picture film and the talking machine or through some of the several
announced systems for registering sound waves on the motion picture
film itself through the medium of light.

The talking machine trade is naturally interested in those projects
for the reproduction of talking pictures that make use of the talking
machine in its present state or in some specially developed form.
But the trade should also be interested in the other experiments being
made, especially those concerning the photographing of sound waves,
which may be expected, if carried out to a successful conclusion,
to have some direct or indirect effect upon talking machine record
production of the future.

At the present time the talking machine record in its accepted
form has reached an acknowledged high state of development, but
even the most enthusiastic will hesitate to declare that the final point
of perfection has been reached. If no improvement in records or
recording systems were to be expected in the future the industry
would be in a bad way, for there would be nothing to look forward

August IS, 1922

THE TALKING MACHINE WORLD

to. Hence experiments in sound recording and reproduction, along
whatever line they are conducted, are of interest to the trade, not
ro much for what they offer at the present time as for the possibilities
they hold for the future of the industry.

| JUSTIFICATION FOR TRADE OPTIMISM |

THOSE who see a substantial improvement in business for the
nexf Fall and Winter are likely to find justification for their
optimism in the reports of the many retail concerns which have been,
and are, spending many hundreds of thousands of dollars in the
aggregate to enlarge and remodel their quarters in anticipation of
the business to come.

It is all very well to talk about a possible improvement in busi-
ness conditions, and to tell the other fellow just how good things
look, but when an individual or concern goes to the extent of in-
ves'ing hard cash in new and better equipment to take care of better
business there must be something substantial upon which to base
future calculations.

It is significant that practically all the moves reported in the
trade are towards expansion and improvement. Those who have
"given up the ghost," or who have resorted to a policy of conser-
vatism, are so far in the minority as to be insignificant, which is an
added reason for the prevailing feeling that a much healthier condition
may be expected.

unusual methods of personal contact — by analyzing the conditions
prevailing in the dealers' territory and becoming acquainted with the
people who have as well as those who have not machines in the home.

Dealers must get away from the idea that trade is coming their
way without effort. It is not. Those days are past and he who
succeeds to-day is the man who is getting out of the beaten track
and building up his trade by methods that are out of the ordinary.
Thinking men, not automatons, are going to win the largest measure
of success the coming Fall and Winter.

RADIO APPEAL IS ON BASIS OF MUSIC

RETAILERS MUST BE AGGRESSIVE TO WIN

AT no time in history was it so necessary to be aggressive in the
retail field as to-day. The dealer or dealers who are going to
command the largest measure of success are those who are giving
serious thought to the question of presenting their establishment and
the product which they handle to the public in a manner to invite its
support and confidence. There has been a slowing down of things
in the talking machine field, largely because there has been a slowing
down of effort on the part of the trade.

The World has recorded time and time again that where individ-
ual dealers have made extraordinary efforts to get after trade they
have been successful. This has been done without any sacrifice of
prices or special sa'es. Business has been developed by recourse to

A FACT in connection with the selling of radio equipment that
has not escaped the attention of those who are interested in
the possible effects of the existing radio craze on the sale of musical
instruments is that in the great majority of cases the appeal to the
buyers of radio receiving sets is made on the basis of music.

A member of the trade who has had considerable experience in
radio is authority for the statement that the men who have to do
with the selling of radio equipment have practically abandoned most
of the arguments looking to the sale of receiving sets except that
based upon the class of music broadcasted and which the owner of
a set can listen to in his own home.

It has been found that the average fan is not enthusiastic over
the fact that he can listen to lectures on the care of infants or of
hogs or reports of crop conditions and of the weather, by means
of the radio. Even the fact that news is broadcasted apparently
means little to the average man unless it be, perhaps, the scores of
baseball games or the results of prize fights. What gets an imme-
diate response is the statement that certain groups of artists, whether
classical or jazz, are playing at broadcasting stations.

So long as music holds such a high place in the radio world;
so long as the chief appeal to the purchaser of radio equipment is
that of music he can hear, sellers of musical instruments need fear
no permanent harm to their business. Whether the music merchants
as a class will eventually act as distributors for radio equipment is
beside the question. The thing that should interest them most is
whether radio is going to injure or help their business, and in the
long run it may be expected to prove beneficial rather than otherwise.

Victor Scholars

Pearsall Service is an essential
part of Good Selling.

Ask any Pearsall dealer— he
will tell you.

"Desire to Serve — Plus Ability"

10 EAST 39th ST.

NEW YORK CITY

SILAS E PEARSALL COMPANY

10 THE TALKING MACHINE WORLD August is 1922

piiiiiiiiiiiiiiiiiiiiiiiiiiiiii

I Getting Out of the Beaten Path in Making f
j the Effective Selling Appeal :: by w. bhss stoddard j

RlllllllllllllllllllllllllillNIIIIIIIH

In the Summer there are bound to come some
dull days — people are away on vacations, and
those at home do not want to venture out in the
heat unless it is absolutely necessary. Instead
of sitting back and waiting for business to revive,
Cline Yick, of Carterville, 111., goes after the
trade that refuses to come to the store. On dull
days Miss Griggs, the saleswoman in charge of
the talking machine department, selects a few
records from her stock, places them in an en-
velope, takes along the general record catalog,
with the latest monthly supplement, and starts
out. She makes up a list of persons to be visited
before starting out, selecting her records ac-
cording to the class she intends to visit. For
example, if she intends to call on old women she
takes religious and old-time songs; if middle-aged
people, she takes both old and new selections,
but of a conservative nature; while if she intends
to visit young matrons she takes the liveliest
dance music and the snappiest songs from the
new musical shows. She calls only on those she
knows possess a talking machine and rarely re-
turns with orders for less than ten records. She
makes it a point to do all her calling in the after-
noon, as she figures the average woman will have
her housework over and be in a more receptive
mood by that time. She never goes out on Sat-
urday or Monday, the busiest days of the house-
wife. If she gets a call for a record she does
not have with her she makes a note of it and the
store delivers it the following morning. Being of
a pleasing personality these personal calls put the
store before trie public in a very favorable light.
Even when no purchase is made much good is
accomplished, for Miss Griggs leaves her card
with the 'phone number of the store printed on it,

and suggests that the patron call her up when
records are needed for special occasions.
Appealing to Sentiment
The McKelvey Co., Youngstown, O., has been
very successful during the past few months in
arousing interest in records by means of circular
letters which it sends out at intervals. Like all
live-wire concerns, it has a complete list of all
purchasers of records and at intervals Mr. Dan-

(■ Constructive Selling jj
I Appeals by Well- ■
§j \nown Dealers Which j§
■ Are Entitled to Consid- jj
H eration and Emulation ■

forth, the manager, picks out some new record,
writes a human interest story about it, and mails
the letter to everyone on the list. The enter-
taining manner in which the selection is talked
about results in many requests that it be sent
out, and in all events it keeps the firm and its
records constantly before all lovers of the talk-
ing machine and causes them to instinctively drop
into that store when in need of new records.
Getting the Trade of Music Students
All music teachers and students realize that

proper interpretation of a piece of musrc is one
of the greatest elements of success, and it is
strange that more dealers have not seized upon
this phase of phonograph publicity. By the use
of talking machine records the best music of
every period, sung by the greatest artists, is as
available for the student in the smallest hamlet
as in the largest city. Several of the live-wire
dealers have thought of this, and the way in
which they have worked up a big music student
trade should prove of interest to others. In
talking to a special class newspaper advertising
is of little value — or rather it is an expensive
manner of reaching them — and the firms who have
given it careful consideration regard the careful-
ly written circular letter as the best means of in-
creasing business. This letter should be made
as individual as possible, and the subject pre-
sented in an interesting manner. Two letters
recently sent out by firms in different parts of
the country might well serve as models which
each dealer could adapt to suit his own partic-
ular clientele.

The first sent out by the Morehouse-Martens
Co., Columbus, O., read as follows:
"Miss Dorothy Moore,

"1720 Devon Road, Columbus, Ohio.

"Dear Miss Moore: Knowing of your inter-
est in vocalization or a well-trained voice, and
fully appreciating the difficulty encountered in
the training, it affords us much pleasure to offer
the Oscar Saenger course for consideration.

"We sing a great deal by imitation; then, of
course, the artist's own interpretation means
much. We believe you could follow no better
leaders in coloratura work than Galli Curci, Gar-
rison or Tetrazzini. They all sing Charmant
Oiseau from Perle de Bresil, each perhaps dif-
ferently, yet from each you can get a splendid
thought that you may apply to your own work.

"All the necessary technique and exercise for
the development of perfect vocalization are pro-
vided and explained in Oscar Saenger's own
school. Mr. Saenger is, and has been, the
teacher of such artists as Althaus, Garrison,
Jacoby, Rappold, Baker, Scott and Hempel. We
know it to be a wonderful advantage to be able
to possess these lessons.

"In our music room we have all of the Victor
artists' records, and desire to give you such serv-
ice as will enable you to enjoy and appreciate this
much-prized course. Yours very truly,

"The Morehouse-Martens Co."

The second letter, sent out by the Victrola de-
partment of the Rosenbaum Co., Pittsburgh, Pa.,
read:

"Galli Curci said, 'The Victrola has been my
greatest teacher." With this statement in mind
we wish to tell you of the real value the Victrola
and Victor Red Seal records can be to the music
teacher and student.

"By listening to the records of the Red Seal
artists you can benefit by their masterful rendi-
tion of many of the world's famous compositions.
You can study opera with Caruso, Melba, Farrar
or Scotti; oratorio with Even Williams, Louise
Homer, Witherspoon; concert songs with Mc-
Cormack, Alma Gluck, de Gogorza. Galli Curci or
Mabel Garrison; you can study violin with
Heifetz, Kreisler, Elman, Maud Powell or Zim-
balist; violoncello with Hans Kindler; piano with
Paderewski, Cortot or Rachmaninoff.

"You can repeat their records as often as de-
sired and, by playing over the part you are par-
ticularly interested in, become familiar with the
artist's vocalization and interpretation.

"We extend an invitation to the music teach-
ers, musicians and students of Pittsburgh to come
to our Victrola department and make use of our
large library of Victor records. We will gladly
play any of them for you at any time. Yours
very truly, The Rosenbaum Co."

SEND FOR YOUR SAMPLE TO-DAY

This
is the
New
Design

\ ^Itas. 10'' /

Mr. Victor Retailer —

Would you spend 15c to bring a customer into your store
and keep your name constantly before a Victrola owner?

We'll say you will! That is why we will send you a free
sample on request of our Advertising Sales-Building Record

Brush. YOUR ad inserted without extra charge.

KNICKERBOCKER TALKING MACHINE CO.

Victor Wholesalers

138 West 124th St. New York City

August 15, 1922

THE TALKING MACHINE WORLD

PEERLESS ALBUMS

The Incomparable Medium —

RESPONSIBILITY

TALKING MACHINE
DEALERS, as a class,
have a reputation for be-
ing merchants. Too, they
are looked upon as leaders
in the community in cul-
tural development along
musical lines.

There is no other indus-
try today in which so
much educational enter-
prise is necessary, where
so large a responsibility
devolves upon a merchant
to step out of his store and
take an active part in the
social and domestic affairs
of his neighbors.

In this position it is an
easy matter for the talk-
ing machine man to com-
bine his altruistic and
commercial endeavors and
concentrate them upon
one focal point A REC-
ORD LIBRARY IN THE
HOME.

The PEERLESS REC-
ORD ALBUM is the one
incomparable medium for
accomplishing notable re-
sults along these lines.

for a thousand and one
different merchandising
plans in connection with
records. But there is one
plan you can depend upon
as offering the greatest
opportunity for steady,
constant sales. It is the
Home Record Library
plan.

To the consumer

PEERLESS

the Album

RECORD

Stands Steadfast and Reliable as: —

A protection to fine and expensive records.

A means of classification for the HOME
LIBRARY.

An incentive to collect and preserve the world's best
music.

A storage house for the overflow of records from the in-
strument cabinet.

To the talking machine dealer

PEERLESS

— the Album

is an ever-ready business partner
which means : —

An additional service to the
patrons of your store.

An actually profitable item of
constant demand.

An implanted idea which brings
customers back to your store for
more records.

(sX§®A0il3(M

Album

Display This Sign— It Will Sell Peerless
Albums for You — Send for Yours at
l if i I " Once.

An accessory as important to your business as rubbers are to the
shoe man.

It Does Make A Difference What Albums You Sell

PEERLESS ALBUM COMPANY

WALTER S. GRAY
San Francisco
942 Market St.

PHIL. RAVIS, President

636-638 BROADWAY
NEW YORK

L. W. HOUGH

Boston
20 Sudbury St.

THE TALKING MACHINE WORLD

August 15, 1922

illlllllllllllllM llllllllllllllllllillllllllllllllllli

LOESER & CO. ADD RADIO STOCK

PUT CAN'T IN THE CAN

By EDWARD FRASER CARSON

J Popular Brooklyn Store Operates Fine Radio
Department in Conjunction With Music Sec-
B tion — H. E. Erickson in Charge

Edward Fraser Carson

"I can't" gives up ere the fight begins,

In fear of the strife and stress.
"I can" will try. He may quit with a sigh.

But "I WILL" is INSURED SUCCESS.

I never have heard who the author was of the
above, but that quatrain hits the nail squarely on

the head. Cut it out.
Paste it in your hat or
over your desk. Read it
once in a while. And
Can the Can't.

Don't think because
you have failed ONCE
that you never will suc-
ceed. Don't be discour-
aged. If things go
wrong keep smiling and
keep going. Keep go-
ing, keep at it even if
you don't smile — though
you will find it consid-
erably easier if you do.
The greatest successes in the world have come
because some man didn't know he was licked.
Every time fate knocked him down he bobbed up
serenely and took another wallop at it. And in
the end he WON.

Edison, Whitney, Westinghouse, Wright,
Stephenson, Columbus — in every line of endeavor,
whether invention, discovery or otherwise — they
all kept everlastingly at it. And to-day they
have statues and streets and rivers and conti-
nents named after them — just because they put
Can't in the Can.

In fact ALL of the really BIG THINGS of lite
are made possible only after repeated failure. For
failure is the goad that drives genius on to its
goal— SUCCESS.

And it is right that it should be so. Success
wouldn't be worth while if it came without ef-
fort. What we get for nothing is seldom worth
more than the price we pay for it.

Remember the story of Robert Bruce. Six times
the Scottish leader had been defeated. Six times
he had been forced to retreat. Six times he had
failed.

Retiring from the last field of battle he stopped
at a cottage to refresh himself and when resting

awhile he watched a spider spinning its web.

The spider would lower itself on the end of its
web from the top of the door and then try to
swing over to reach the jamb. Time and time
again it failed. Six times its efforts were thwarted.
But again it tried and the seventh time it suc-
ceeded.

Hope again thrilled the breast of the warrior.
He had learned a lesson. Gathering his follow-
ers about him he bravely returned to the attack
— and was victorious.

So runs the story. Maybe it is true. Maybe
not. But that makes no difference. The lesson
is there for him who reads to learn. You CAN
succeed if you refuse to be beaten.

You may be a salesman, prize fighter, mail
clerk or merchant — it makes no difference. You
have your problems. Everyone has. You may
oftentimes get discouraged. Often it may seem
that the only thing to do is to lie down and quit.
That is the time to do just the opposite.

No matter what your task may be you CAN
succeed. And you WILL if you persist.

Don't be a quitter. Take pattern by the bull-
dog. Nothing can discourage him. He will fight
as long as he has strength to stand. And even
in dying he will close his jaws on his antagonist
— and nothing can pry them loose but death
itself. A kick only makes him more determined to
put over the job he started out to do.

If you will only shoot often enough you are
BOUND to hit the bull's-eye.

ALBUS CO. IN NEW QUARTERS

Louisville, Ky., August 3. — The Albus Talking
Machine Co. is now located in its new big store
in the Commercial Hotel Building, where in quar-
ters double the size of those formerly occupied a
very attractive display is made of Strand console
model talking machines and Okeh, Emerson and
Gennett records. Mr. Albus has been in the
business quite some years, and during the war
did a large trade in the way of repairing for the
great army of soldiers who were at Camp Taylor.
The repair department, then as now, is in charge
of Mr. Smith.

iiiiMH : ri

dreater ^xtp^^onoigrap^ (fix, mc

311 SIXTH AVE. Tel:Chelsea9237 NEWYORK
SONORA DISTRIBUTORS EXCLUSIVELY

for New York, Staten Island «r the lower Hudson Valley

The

superiority of the Sonopa is as marked
the ease vith vhich. it Sells'.

A spacious radio department was recently
opened by Frederick Loeser & Co., Fulton
'street, Brooklyn, N. Y., as an adjunct to their
talking machine department. The new depart-
ment is modernly equipped and is under the
management of H. E. Erickson. The products
of the Radio Corp. of America and Westing-
house radio supplies are handled.

In connection with the merchandising of
radio outfits and supplies, Mr. Erickson stressed
the necessity of service of a high order. "Nine
out of every ten people entering this depart-
ment do so for the purpose of making inquiries
regarding the relative merits of the different
outfits," said Mr. Erickson, "and it is up to
those connected with the department to give
out intelligent and courteous information be-
cause the inquirer of to-day may actually be
in the market next week or the week following."

KEEPS MAILING _LIST UP TO DATE

H. V. Beasley Music Co. Evolves Effective Plan
for Keeping Mailing List Straight — Saves
Waste and Unnecessary Expense

Texarkana, Ark., August 3. — The H. V. Beas-
ley Music Co., Ill East Broad street, this city,
Victor dealer, has evolved a simple and effective
plan of determining whether prospects are in-
terested in its line of instruments. A folder
with a tear-off return postal was mailed to all
persons listed as prospects. The text of the
folder was in the form of a questionnaire, asking
if the recipient were interested in a talking ma-
chine or records and to notify the concern
promptly of any change of address. The re-
sponse was good and from this the concern
revised its mailing list, with the result that
considerable time and money are now saved in
the useless mailing of literature to disinterested
persons.

RADIO BUGS HAVE HOUSE ORGAN

Organization Formed by Fay Luyster, Manager
of Cline-Vick Victor Interests, Issues Snappy
Little House Organ — Is Full of Pep

The Egyptian Radio Bugs, an organization
composed of radio enthusiasts and those dealing
in radio outfits and supplies, formed recently
through the efforts of Fay Luyster, live-wire man-
ager of the Victor department of the Cline-Vick
Stores, wrhich operate branches in a number of
Illinois towns, with headquarters in Marion, have
just issued the first number of a house organ,
entitled Egyptian Radio Broadcasting News.
The publication is well edited and contains live
news pertaining to radio as well as club notes.
Mr. Luyster is one of the most active and ag-
gressive persons engaged in the merchandising of
talking machines in the State of Illinois. Besides
his duties in connection with the management of
the Victor department of the Cline-Vick stores
he edits the music section of one of the local
papers.

RECORD SERVICE AIDS SALES

Victor Dealer Sends Selected List of Records to
Customers for Try-out Each Month — Service
Produces Very Satisfactory Results

Springfield, III., August 2. — "A New Kind of
Record Service" is the title of a small folder sent
to customers by R. L. Berry, Victor dealer, of
this city. These folders have been indirectly the
means of increasing the record business of this
concern. The message contained in the folder
tells of the willingness of the concern to send to
customers each month a special selection of rec-
ords for a "try-out," with the privilege of ex-
change within two days. The record selection is
suited to the taste of each customer.

"Sonora &" Sales are Synonymous"

August 15, 1922

THE TALKING MACHINE WORLD

rami heard

tk Aerioia Grand

lkIt comes closest to the dream I had when
I first caught the vision of radio's vast
possibilities. It brings the world of music,
news and education into the home, fresh
from the human voice. It solves the
problem of loneliness and isolation.

"The Aerioia Grand is at present the
supreme achievement in designing and
constructing receiving sets for the home — a product of the
research systematically conducted by scientists in the lab-
oratories that constitute part of the R C A organization."

) Underwood & Underwood

Perfect in Tone Quality —Easy to Manipulate

In tone quality, in simplicity of ma-
nipulation the Aerioia Grand is un-
rivalled. A child can snap the switch
and move the single lever that tunes
the Aerioia Grand and floods a room
with song and speech from the
broadcasting station.

The Aerioia Grand is a product of

the research systematically con-
ducted by the engineers of the Radio
Corporation of America and the com-
panies affiliated with it. Because it
has been so carefully designed, be-
cause it embodies the approved prin-
ciples of the foremost radio engi-
neers, it will give pleasure for years
after it has been purchased.

Backing the Dealer with National Advertising

The Aerioia Grand and other RCA
receivers will be nationally advertised
in the Saturday Evening Post, leading
radio, electrical and musical magazines,
and the principal newspapers of the
country.

Think of this vast circulation, aggre-
gating 10,139,000, and what it means
to every RCA dealer with a stock of
Aerioia Grands on hand.

There is a
radio set for
every purse
— Retail
prices maze

THE TALKING MACHINE WORLD

August 15, 1922

iiiiiiiiiiuiiiiiiiiuiii iiiiiiiiiiiiiiiiiniiiii niii uiiiiiiiiiiiiiiiiiiiiiiiiiiii i iiiiiiiuiiiiiiiiiiii mm iimiiiiiiiiiimimii m imimimiimimiiimiiimiiiimimiiiiiiiiiimimiiiiiimiiimmiiiiimimmimimiiim iimimiimiiimiimiiii iiiimiiiimimiiiimimiimiiimiimiiimiimiiiiiiiimiiiiiii

I Co-Operation of Sales Force Necessary to In- \
! sure a Larger Volume of Sales :: by f. v. Fauihaber I

^iiiiimiiiiiiiiiiiiimiiiiiiimimiiiiiiiimiiim

"Only by improving our methods can we hope
to make more and easier sales," observed a talk-
ing machine dealer the other day. "It is not alone
my own experience upon which J must rely;
every individual salesman must play his part and
be on the alert seeking and thinking about im-
provements which should make for better sales-
manship."

Other talking machine dealers may be inter-
ested to know just what novel tactics this par-
ticular merchant is using in order to bring about
improvements in his establishment. He dis-
tributes cards each day to the individual sales-
men for the purpose of recording any new sug-
gestions that may crop up. The salesmen are

iimimimiiimimiiiiiiiiiimimiiiiiimiiimimiiiiiiiiiimiiiiimiiiimiiiiiiiiiiim

also directed to jot down such remarks as may
hint of further improvement in the store. Many
of these suggestions and remarks, naturally, are
based largely on the salesmen's observation while
waiting upon different customers. Let us show
specifically how this idea works out.

One salesman, during his experience in this
store, has noticed that a certain customer dis-
likes to be accompanied to a booth while trying
out a number of records. Well and good. That
very fact may justify jotting down for the bene-
fit of other salesmen who may not yet have
waited upon that particular customer. He will
jot down, for instance: "The tall, well-built chap,
who usually comes in before noon, greeting

Two Good Reasons

Why Bubble Books
Will Go Big This
Fall

THE two new Bubble Books — No. 13,
"Child's Garden of Verses" and No. 14,
"The Chimney Corner" — just ready to ship, are
going to help you to big Bubble Book sales this
fall.

These splendid books will give new life to
the whole line.

Display them. Talk them up. Start your
public on the new books, and you'll find they
will come back for the old ones, too.

Bubble Books

that Sing

When you sell one you sell a habit and when
you sell a habit, you're building business.

HARPER & BROTHERS, BUBBLE BOOK DIVISION

Established 1817

Franklin Square New York, N.Y.

Illllllllllllllllllllilllllllllli

'Mornin'!', which we all can hear, dislikes to
be bothered when trying out records. I usually
sell more to this customer when I let him be by
himself."

Another suggestion will be: "Mrs. Doring, who
comes in here quite frequently, never buys any
popular records and seems to show impatience
when offered any, or when you discuss them. She
dotes on classical pieces. I find that by showing
her some old ones which she may have missed I
make a hit with her, and many additional sales
result. She delights in discussing classical
pieces."

Then we have: "Never keep Mrs. Bardell, that
stout woman, waiting for any records for which
she inquires. She is very impatient. She usually
comes in here, asking for about seven or eight
records, which she has listed on a piece of paper.
I give her the first one I find that she wants,
then she makes a bee-line for a booth. The first
few times she came in here I used to keep her -
waiting until I found those we had in stock
which she had asked for, during which time she
had indicated her restlessness and shown a ten-
dency to grumbling."

Then we have the hint: "Let's have Barton
(meaning the porter) unpack those cases in back
of the store. A young lady nearly tore her dress
on a nail protruding from a board at 10.50
to-day."

Who cannot see the possibilities in the fore-
going suggestions? These cards are collected
daily and during such times when the business
is slowest a conference ensues relative to subse-
quent sales policies, discussing the various re-
marks and suggestions for the -benefit of all, lay-
ing particular stress on the most important.

It will pay all the salesmen in the talking ma-
chine retail establishment to know that the cus-
tomer who loudly greets "Mornin'!" wishes to
try new records by himself; that Mrs. Doring
wants to know nothing about popular pieces; that
the stout Mrs. Bardell wants action, and that
it is out of place for Barton, the porter, to un-
pack his cases in the front of the store. Herein
are suggestions for other talking machine dealers.

USES TIMELY PUBLICITY

Pacific Coast Columbia Dealer Features Attrac-
tive Sales Message — Publicity Produces Sales

San Pedro, Cal., August 5. — The San Pedro
Furniture Co., of this city, Columbia dealer,
recently carried an attractive full-page adver-
tisement on the back cover of The Periscope,
the official magazine for the United States Navy
boys on the Pacific Coast. This advertisement
was headed "How About Your Divisional Pho-
nograph?" and featured a liberal offer to the
sailors in order to encourage them to include
a Columbia- Grafonola as part of their divisional
equipment.

An interesting feature of this advertisement
was the use of an illustration divided into four
sections, entitled "The Demonstration," "The
Sale," "A Friend for Life," and "Personal De-
livery." The page attracted considerable at-
tention and the San Pedro Furniture Co. received
direct results from the use of this timely pub-
licity.

ENJOYED VACATION AT LAKE PLACID

Amos E. Russell, manager of the talking ma-
chine department of the Cluett Store, in Troy,
N. Y., and president of the Music Merchants'
Association, of that city, has just returned from
a very pleasant vacation spent at The Lake
Placid Club, Essex County, N. Y. Mr. Russell
reports a decidedly better condition in the rec-
ord field, and is optimistic regarding trade gen-
erally for the Fall.

August 15, 1922

THE TALKING MACHINE WORLD

llllillllllll!

minium

Successful Salesmanship in the Domain \

of Talking Machines and Records :: By Jos.T. Lange §

[Joseph T. Lange, educational manager of System Mag-
azine, talked on "Salesmanship and Selling Musical Mer-
chandise" before the dealers who attended a recent meet-
ing at the Knickerbocker Talking Machine Co., New York.
His remarks are of more than usual interest and we are
passing them along to our readers because of their general
application to the development of sales in the talking ma-
chine business. — Editor.]

If business isn't good or if business is bad, it is
because of a definite law that underlies it. There
is one law of life and that is we must give if we
would get. The sooner you recognize this law
the sooner you will find business much better.

The best thing I can give you, outside, of
course, of an order for Yictrolas, and then I
couldn't use more than one at a time, is ideas on
how to serve the other fellow in order to get his
business, and I will try to give you a short talk
cn this subject, near and dear to your heart.

Whether you are an owner or whether you are
a clerk, there are only three things that any man
can sell, and we are selling one or the other of
them from the time we leave the cradle until we
enter the grave. The first is the idea, the sec-
ond, merchandise, and the third — service. Those
are the only things any man can sell and we are
engaged in selling one or the other of them all
the time. If you are not as successful a mer-
chant or salesman as you would like to be, or as
others are, it is not the fault of the proposition,
but the fault of yourself. You have failed in
selling one of these three things.

Every normal being wants to succeed. If you
are not succeeding you have failed to develop
factors in yourself and instill them into your
clerk or clerks.

Everything is a condition of the mind and has
to do with the mind. There are plenty of men
doing time in the prisons to-day who have a
better brain than some of you or I have. They
failed to develop the part of the brain where the
sense of feeling is. The only physical factor has
to do with endurance. If you are not succeeding,
or if business isn't good with you, it would pay
you to hesitate and analyze yourself or your
business, or those who represent you in business,
and you can tell in a jiffy why a clerk is suc-
ceeding or failing.

I assume you are all hustlers, reliable busi-
ness men, all willing and all physically fit, with
staying qualities, and I now want to talk upon
the subject of your ability.

The only reason that you have for living, or
that I have for living, is because we serve, and

in the proportion we give, in the same proportion
we receive. If you give little you get little. The
hobos are giving nothing; they are getting noth-
ing. Some business men are giving very little;
they are getting very little. In order to give with
a view to getting you have got to develop your-
self and multiply it into those who are working
with you. You have got to develop head, hand
and heart and then go into the business with a
view to giving service to the people. Don't give
poor service, give quality of service. You will
get customers, which will mean money, content-
ment and growth as your reward.

Selling is a science, the same as medicine. Many
men have never taken the trouble to find out what

|§ There Are Only Three jj
H Things Any Man Can jj
11 Sell — First, Ideas; (
jj Second, Merchandise, J
| and Third, Service ||

the fundamental principles are. Some clerks
have no knowledge of them, which is the reason
why many customers are not sold when they
come into your store, although they are brought
in as a result of the advertising which the Vic-
tor Co. and you get out. The reason for this
is that salespeople often do not consider the
customers' reasons for visiting the store.

In retail selling customers enter the store be-
cause anything we are vitally interested in
we want to own. They come in with the idea of
buying and sometimes these customers walk out
without buying. Everything in life is based upon
law, as I said before. No two objects can till
the same space at the same time. The same is as
true of the mind as of a teapot. We can con-
centrate only on one thing at one time. When a
person comes in to look at a Victrola it shows
there is a desire there to own it although he

may not come in right then to buy it. Selling is
a study of the mind. As soon as the salesman
pours something into the mind of the customer
that pleases him, that results in the sale. Just
as soon as you pour something into that cus-
tomer's mind that he does not like or want he
claps the lid right down and walks out and says,
"1 am not interested." The next step is desire.
Thousands of people who have a desire to own a
talking machine or automobile do not, because
there has not been aroused in back of that de-
sire as a result of the advertising anything to
bring a definite motive. If your salesman could
arouse in the minds of more of the customers
who enter your store definite motives for their
taking the action you would carry them all to
the top, which is the making of the sale.

Four motives prompt a man to own a talking
machine, or to do anything, even to committing
murder. The first motive that prompted the
action was the motive to gain or make money. If
you can show people where they are going to
earn in dollars and cents by owning a machine
or anything else it would be easy to close a
sale. I might' buy a Victor machine to-day. I
didn't buy it to satisfy gain because I couldn't sell
it to-morrow for what I paid for it to-day. It
was the merchant who gained in dollars and cents.
I bought it to ultilize. I purchased a Yictor ma-
chine five years ago and have never spent a
nickel on it since. The utility of that machine
was very good. I bought a Yictor because I
wanted to get the best the market had, which
suited my pride. You must play upon the pride
of a prospect. That is another strong motive.
John Wanamaker carries six million dollars'
worth of insurance, which takes in all three mo-
tives mentioned, gain, utility, pride, as well as
the fourth motive, and that is caution. None of
us knows when we are going to kick in (to use a
slang expression) and we buy insurance be-
cause we are cautious and to take care of those
who are dependent upon us and are dear to us.

Make the customer feel about it as we feel
about it. After you get the order and after the
Victrola is delivered, and after payment is re-
ceived, you must recognize one more step. That
is the step called satisfaction. So many men
overlook that step in business and work on the
basis to get, not to give. Your individual suc-
(Contimtcd on page 18)

pes.y.&.PATOFr

TELEPHONE NUMBERS
FITZROY 3271—3272—3273

DEFINING ORMES SERVICE

We are not content with
just giving so-called service to
our dealers.
Ours must be Exceptional to satisfy us.
That's why we have been saying for several years —

"Ormes Really Means Exceptional Service"

ORMES, Inc.

Victor Wholesalers
15 West 37th Street

New York

THE TALKING MACHINE WORLD

August 15, 1922

A Portable of Distinction

INTO the Columbia Portable Grafonola have been
built the requirements of the finest musical instru-
ment. Sturdy and compact in form, it has. still all the
best reproduction features of the cabinet Grafonola.
From the sound chamber in the upper lid, regulated by
adjustable tone leaves, there is produced a volume of
tone which will surprise you. And the scientific per-
fection of its construction loses nothing of the sweetness
and purity.

COLUMBIA GRAPHOPHONE COMPANY

NEW YORK

Columbia

August IS, 1922

THE TALKING MACHINE WORLD

a — Two-pivoted tone-control leaves at the mouth of
the amplifying chamber permit modifying the
volume of tone as desired.

c— An escutcheon at this point fits over the motor
pinion and secures the turntable against rattle or
damage during transportation.